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In Canada, access to physicians remains one of the top problems of the day for pharmaceutical sales organizations. Though not nearly as overrun as US doctors, top prescribing Canadian physicians can still expect to see as many as 4 to 6 different reps from some larger companies during a given month.

Combining access issues with stringent self-imposed and government regulations on how reps can sell their products and companies are scrambling to develop new and innovative sales strategies and tactics to stand out in a crowded market.

As the industry continues to evolve in the age of reduced access, patent expiry, generic incursion and slow pipelines, executives who focus resources on key strategic points now while effectively managing their sales forces will outpace their competition.

Cutting Edge Information’s report Canadian Pharmaceutical Sales Management analyzes present trends to provide the steps pharmaceutical sales managers must take to stay competitive – and beat the market.  The report makes its case with metrics and techniques for managing all three aspects of the current sales landscape:

• Investment, Structure and Management – Provides up-to-date investment levels, structuring strategies, and territory management of major pharma sales forces
• Sales Management Strategies – Details companies’ strategies regarding recruiting, hiring, training, and sales team compensation
• In-Field Tactics – Describes real-world maneuvers designed to increase access to physicians and make the most of face-to-face time with targets

 

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