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Articles
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Redefining the Salesforce Landscape to
Navigate New Territories
Over the past decade, the industry has invested in new tools and technologies to meet the rising pressures of meeting sales goals caused by drying pipelines, patent expirations, managed care, and dwindling sales forces. The real need, however, is for a dramatic shift in thinking around processes...
Appeared in June 2008 PharmaVoice. Used with Permission.
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The Sales Force of the Future
In the future, the salesforce army of today will be but a distant memory as a new sales model emerges that uses sophisticated selling techniques, technologies, and education to support rep's interaction with physicians and other healthcare providers in the continuum...
Appeared in Nov/Dec 2007 PharmaVoice. Used with Permission.
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Is the Decile Model Becoming Outmoded?
For years pharmaceutical sales teams have targeted physicians based solely on their prescribing volume. Technology advances, process enhancements, and new messaging formats are offering new and improved ways of accessing physicians...
Appeared in Oct 2007 PharmaVoice. Used with permission.
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The Face of the New BioPharma Rep
With today's sales force in flux, pharma is looking to a new sales elite. Take a look inside "tomorrow's" sales force...
Appeared in Pharmaceutical Executive magazine. Used with permission.
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Until Recently, Building Up Pharma's Arms Race of Reps Was Considered a Best Practice
Since reps were the primary influencers of physicians’ prescribing behaviors, increasing the number of feet on the street proved that companies were hard at work, with reps reaching the high prescribers with as much frequency as possible. The “mirrored” or “pod” sales force—criticized today by many—was an insurance policy of sorts back then, intended to gain greater message penetration than the competition. This approach was considered safe...
Appeared in Pharmaceutical Executive magazine. Used with permission.
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