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More Pharmaceutical Sales Information: National Association of Pharmaceutical Sales Representatives

Though the sales arms race is over, reps still overcrowd doctors’ waiting rooms today. Although the “more is better” selling technique employed by the largest of pharmas was successful through the late 1990’s and early 2000’s, the tactic quickly met the point of diminishing returns. Doctors, faced with seeing over 15 different reps over the course of a month, met the intrusions by closing offices to reps during certain times or shutting reps out completely.

In response to doctors’ negative reactions, a few industry leaders have now taken the step of restructuring their sales forces to reduce mirroring and once again establish more personal relationships with their targets.

Cutting Edge Information’s report Pharmaceutical Sales Management 2008 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 – Up-to-date investment levels, restructuring strategies, and territory management of major pharma sales forces
• Recruiting, Hiring, Training, and Sales Team Compensation – Building and maintaining forces to meet the new challenges and rapid changes of today
• In-Field Strategies – Maneuvers designed to strengthen sales reps’ in-field performance

 

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