(Best Practices LLC: Chapel Hill, North Carolina) -- Within the hospital marketplace, pharmaceutical and biotechnology salespeople must negotiate increasingly complex organizational and decision-making structures to effectively represent their brands. Hospital formulary decisions are not only being influenced by medical professionals focused on efficacy and safety but also by administrative personnel focused on operational efficiency and cost. Benchmark research originally conducted by Best Practices LLC in 2006 focused on understanding the variables in developing an effective sales force to service the hospital marketplace. A 2008 research study, “Sales Force Effectiveness: Benchmarking the Resources and Structure Required to Service the U.S. Hospital Marketplace” takes a look at comparisons drawn between current and historical data as appropriate.

Key benchmark metrics and executive insights provide a basis for informing decision making around critical structure, resource and process planning, and execution. Some topics are targeting key decision makers and influencers; hospital sales force alignment, structure and support; hospital sales force training; group purchasing organizations focus; and lessons learned.

For further information, and to access the full report, visit www3.best-in-class.com/rr958.htm.

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