Sales

Closed loop systems help pharmaceutical companies drive their sales effectiveness by improving existing physicians and sales reps’ relationships.  Closed loop system marketing structures — supported by audience feedback — help companies track physicians’...

The Affordable Care Act’ (ACA) ride through legislative and judicial hurdles has focused on the high profile aspects of the law including the insurance mandate and state Medicaid responsibilities.  However, one part of the law that will have a major impact on...

Despite pharma’s best efforts to improve systems for calling on physicians, access to targets remains a problem across the industry. Many companies have turned to electronic resources as another avenue for communicating with these hard to reach physicians. With...

By David Richardson,Research Team Leader The long, grim trend of pharmaceutical sales force contraction may be finally coming to a close as economic conditions improve and sales forces reach equilibrium. Case in point, the majority of sales executives...

One-third of specialty forces are bulking up next year to meet launch and realignment needs Sales champions will welcome our new findings showing that 30% of drug companies plan to expand their specialty sales forces by the end of 2012. While "Specialty and...

Pharmaceutical sales executives continue to closely monitor the effect that recent changes in GlaxoSmithKline’s model for sales rep compensation will have on the company’s bottom-line performance. Many of the executives that I stay in touch with are particularly...

The amount of time that pharmaceutical specialty representatives spend detailing physicians and nurses in person amounts to 48 percent of their workload. The data comes from a new study, “Specialty and Hospital Sales Force Management,” which found that pharmaceutical...

New Field-Force Tactics Help Maximize Sales Call Effectiveness RESEARCH TRIANGLE PARK, NC – June 22, 2011 – Specialty sales reps currently spend 48% of the day detailing doctors and nurses, according to a new report from Cutting Edge Information. ...

Traditional access to physicians has become a mix of running a gauntlet and sieging a castle for pharmaceutical sales reps.  Pharma and biotech companies are making growing investments in new communication channels that offer more flexibility and power to doctors...

Early survey results, paired with previous findings, indicate a decline in the percentage of companies that are contracting specialty and hospital sales forces. If these numbers hold true, it is an indication that sales forces may be closing in on their "optimal"...