Seven quick fixes to sales force effectiveness
Posted 2nd March 2010 in Articles, Commercial | 3 comments
Continuing the theme of maintaining momentum with less resource, Andree Bates looks at seven key areas to focus on for improved sales force effectiveness.
Sales force costs are undeniably one of the largest costs for a pharmaceutical company. However, the effectiveness is clearly not standing up…
Read the full articleSales leadership in turbulent times
Posted 26th February 2010 in Articles, Commercial | 3 comments
Continuing the theme of downsizing, Steven Rosen looks at how to manage the difficult and emotional issue of managing realignment in your sales team.
Dan Smith is the VP of sales of a leading pharmaceutical company. He has been a sales leader in the Pharmaceutical Industry for the last 10 years. He has spent most of his pharmaceutical career…
Read the full articleHow to create enough noise…with fewer reps
Posted 24th February 2010 in Articles, Commercial | 6 comments
As brand leaders face greater demands but possess less resources, Kristiaan Van Woensel asks how share of noise can be maintained in an age of sales force downsizing.
As a communication consultant I come across the same situation over and over again these days. One message is consistent whether…
Read the full articleA penny for your thoughts – how much value does an idea have today?
Posted 16th February 2010 in Articles, Commercial | 2 comments
As investors start 2010 in a nervous mood, David Grainger assesses how you can value novel ideas in the pharma and biotech industry.
I remember very well a meeting in the mid 1990s when a venture capital partner told me that “a good idea is worth a million”…
Read the full articleTime for pharma supply chain to deliver real value?
Posted 11th February 2010 in Articles, Commercial | 5 comments
As pharma looks for renewed efficiency in all areas, Johnathon Marshall and Alison Wilson assess what the future may hold for supply chain in the industry.
Pharmaceutical companies are facing an ever increasing number of challenges as they look to maintain…
Read the full articleBridging the gap
Posted 28th January 2010 in Articles, Commercial | 1 comment
As joint working and cooperation move to replace push selling by pharma, Alan Naismith draws a tongue in cheek comparison with crumbling bridges and challenges the industry to engage more quickly in such initiatives.
After the devastating floods in Cumbria in November an analogy about bridges may seem a little tasteless, but it is very apt. The bridge I refer to is the one formed by…
Read the full articleUS healthcare reform’s impact on pharmaceutical sales
Posted 26th November 2009 in Articles, Commercial | 1 comment
As all eyes focus on the passage of healthcare reform in the United States, Erroin Martin takes a look at how even in America the pharma industry is facing the pain and will need to adapt.
The passage of comprehensive healthcare reform will have a dramatic impact on pharmaceutical sales in the United States. The tightening of regulations and product formularies will result in less face-to-face meetings between sales representatives and physicians…
Read the full articleThe brave new world of pharmaceutical sales
Posted 29th October 2009 in Articles, Commercial | 4 comments
In response to some of the questions raised around future pharma sales models and the fate of the rep, Jonathan Carney takes a look at the emerging model of Key Account Management and explores what it requires for success.
Much has been written about the demise of the traditional pharmaceutical sales model and the “Complex Buying Environment” that now pervades within our industry…
Read the full articleIs the role of the medical rep doomed?
Posted 27th October 2009 in Articles, Commercial | 12 comments
As they are bombarded with an assault of changing customer groups and pharma companies explore new channels with which to reach them, Peter West asks what fate is in store for the traditional medical rep.
One could be forgiven for thinking that the medical rep is about to be added to the World Wildlife Fund’s list of endangered species.
The pharma industry is awash with talk about the inevitable doom facing the medical rep…
Read the full articleUnifying the prescriber influence network (part II)
Posted 22nd October 2009 in Articles, Commercial | 1 comment
In the second of this two part series, Cisco and Exploria follow on from their review of the challenges to pharma promotion across influence networks with some potential solutions.
So, if these are the challenges, what is the solution? We believe the way forward lies in greater personalization, enabled through the seamless integration of intelligent content management systems with unified communications…
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