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Lilly gets kudos for its sales prowess

Survey rates staff third in effectiveness of product pitches to general practitioners

 

By Jeff Swiatek - The Indianapolis Star - April 7, 2006

When it comes to pushing pills with family doctors, Eli Lilly and Co.'s sales force ranks among the best, according to a new study.  The study by Horsham, PA-based TargetRx rated Lilly's sales force the third most effective in getting general practitioners to prescribe their drug products.

 

Although it's just one rating, the study suggest the Indianapolis drug maker's heavy investment in its sales force in recent years may be paying dividends. Lilly opened an $18 million sales training center at its Kentucky Avenue campus in 2000, has focused Six Sigma quality enhancement programs on sales efforts, and is reorganizing its sales force under a program called "sales force of the future."
 

"We've been focused on improving our sales force," said Lilly spokeswoman Angela Sekston. Changes include new hiring profiles, new ways of measuring sales performance and better incentive payments, she said.

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