Cameron Tew presented on strategies to improve communication effectiveness for pharmaceutical sales teams. The presentation discussed how sales reps spend a significant amount of time managing unnecessary internal communications like emails and voicemails. It was found that streamlining communications could save reps around 4 hours per week. The presentation provided recommendations to limit redundant messages and clearly label important communications to improve productivity and increase selling time.

1. Pharma Sales Force Effectiveness: Increasing Productivity Through Streamlined Communication Strategic Benchmarking Research Presented by Cameron Tew

2. About Our Guest Speaker Cameron Tew is Executive Director of Research for Best Practices, LLC, a global thought leader in the field of best practice performance improvement for companies in the bio-pharmaceutical and healthcare sector. Client Sectors E-mail: ctew@best-in-class.com (Ph) 919-767-9246 #1 On Amazon.Com Reader Ratings – Customer Satisfaction PHARMA BIOTECH CRO’s COMMER-CIAL / R&D HOSPITALS MEDICAL DEVICES GROUP PROBLEM SOLVING

3. Benchmark Participants Provide Insight This drill-down study further probed these critical sales communication issues and opportunities. District managers and sales specialists from 10 different bio-pharmaceutical companies provided insights and observations. Benchmark Partners n=18 Q. What therapeutic area do your reps work in? Cardiovascular 21% Analgesics 10% Growth hormones 6% HIV/AIDS 6% CNS / Mental Health disease states 6% Contraception 11% Osteoporosis 6% Anti Infective 11% Ophthalmology 6% Respiratory 11% Cholesterol 6%

4. High Performance Communication Why don’t fish swimming in schools ever collide? Schools of fish are the ultimate in fast response. Their communications are instantaneous and travel across multiple sensory channels. Sales organizations must act similarly to achieve the same fast response. Source: James C. Liao, Department of Organism and Evolutionary Biology, Harvard University. (Photo by Laura Farrell)

5. Internal Communications: The “Sleeping Giant” of Bio-Pharma Field Sales Productivity Communication is a two-way street, involving a sender and receiver. The best sales people are excellent receivers, or listeners. But they also need to be excellent senders, or presenters in order to strengthen corporate sales. Where can communication break down? CO + RM + DM + SR = FFP Corporate Office +Regional Manager + District Manager + Sales Rep = Field Force Productivity Pharma Co. A

6. The client’s annual Productivity Survey indicated that 51% of the U.S. Sales Organization received too many redundant or unnecessary communications. Sales Communications Case Study 27 22 0% 20% 40% 60% 80% “ I receive too many redundant or unnecessary e - mails and voicemails (Communications). ” Source: Internal Sales Productivity Report 100% 51 Unfavorable Neutral Favorable Study commissioned to examine field force communications dynamics. Recommendations to improve field effectiveness and efficiency, increase selling time, and enhance work - life balance.

9. Hours Spent on Unnecessary Communication Managers estimate that their reps spend on average 4.4 hours a week managing unnecessary internal communication. The majority of this time can be attributed to email and the cell phone. n=15 4.4 hours Average Hours Spent per Week per Rep on Unnecessary Communications Email Voicemail Meetings Cell Phone Direct Mail TOTAL 1.2 0.7 0.5 1.7 0.4

11.  Weekly Communication Time Front-line Field service and sales staff spent 50% of their time each week mired in communications. 5.5 Hrs 4 Hrs 6 Hrs 2.5 Hrs 1.5 Hr 19.5 Hrs 19.5 Hrs 2 4 6 8 10 12 14 16 18 E - mail Voicemail Cell Phone Meetings Direct Mail Total 20 About 80% of Total Time

14. About Best Practices, LLC Best Practices, LLC is a research and consulting firm that works with clients based on the simple yet profound principle that organizations can chart a course to superior economic performance by applying the best business practices, operating tactics and winning strategies of world-class organizations. If you would like to know more about our benchmarking products, databases, memberships and research services, please contact us: Best Practices, LLC 6350 Quadrangle Drive, Suite 200 Chapel Hill, NC 27517 919-403-0251 www.best-in-class.com Cameron Tew – 919-767-9246 [email_address]