2023 Alignment Design and Refinement Benchmarking Study

Changes in the life sciences landscape, including expanding specialty drug portfolios, restricted access to healthcare professionals, increased digital promotion, and shifts in healthcare organization structures, have transformed sales roles. Specialized field roles now target a diverse customer base, such as specialist physicians, primary care physicians, hospitals, and Integrated Delivery Networks (IDNs). Alignment design strategies are adjusting to these changes, emphasizing a customer-centric approach with hybrid methods to encourage collaboration across roles.

Effective alignment design is crucial for maximizing sales rep productivity and swiftly identifying opportunities. Well-optimized sales territories significantly improve the probability of meeting quotas, closing deals, boosting morale, and elevating overall performance. Achieving perfect alignment involves considering sales goals, consistently collecting sales data, and regularly reviewing territories.

Axtria’s 2023 Alignment Design and Refinement Benchmarking study across 28 life sciences organizations covers:

• Insights into how organizations approach alignment design and refinement
• Benchmarks based on alignment design, geographic considerations, changes, and operational cycles
• Benchmarks by therapeutic area (TA) and product life cycle
• Long-term trends in alignment processes

The study findings empower sales operations leaders to make informed decisions on alignment design and refinement strategies.