Sales

4.3.2014 Field Force

Four Simple Rules for Compensating Your Pharma Sales Force

By Jennifer Harrell, Research Analyst Cutting Edge Information’s recent research in pharma sales force management reveals that the cost per sales rep has remained fairly consistent over the past several years.  Despite this consistency, the way...
 

3.17.2014 Sales

Tracking Key Accounts: Implementing CRMs for Effective Pharmaceutical Sales Management

By Victoria Cavicchi, Research Analyst Since the early 2000s, the life sciences industry has been shifting toward leaner sales forces.  As commercial field teams shrink and more physicians are closing their doors to sales reps, companies look toward...
 

1.7.2014 Sales

Use Traditional AND Virtual Detailing to Drive Overall Drug Sales

By Christie Shilling, Research Analyst A few years ago, the big news in pharmaceutical sales was the rise of eDetailing.  The internet was and is continually expanding both in its capability and popularity in the medical community.  As a result,...
 

10.23.2013 Sales

‘Customer-Centric’ Sales Strategies: How Will This Benefit Pharma?

By Christie Shilling, Research Analyst The latest buzzword among pharma sales management is “customer-centric.”  Especially with the Sunshine Act legislation having finally been implemented, companies are looking for any way to remodel their...
 

8.8.2013 Sales

The Key to Key Account Management: Unlocking the Potential of Pharma Sales Forces

By Christie Shilling, Research Analyst It’s old news: Gone are the days of the massive pharmaceutical rep armies.  Pharma companies have been trimming down their sales forces and looking for new ways to make the most of their physician relationships. ...
 

7.24.2013 Sales

Defining the Audience: Customer-Centric Sales Strategies and Physician Segmentation

By Victoria Cavicchi, Research Analyst Target segmentation is a key marketing tool across all industries — from pharmaceuticals to software to food.  When commercial groups reach out to the community, it pays to be specific.  Even the smallest...
 

1.24.2013 Sales

Closed Loop Systems: Empowering Sales Reps and Building Physician Relationships

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’...
 

1.14.2013 Sales

Price Accountability Comes to Sales Reps via Affordable Care Act

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...
 

11.7.2012 Sales

Pharma Companies Working on Maximizing ROI on e-Detailing

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...
 

10.20.2011 Sales

Pharmaceutical Sales Force Contraction Changed Fundamental Management Ratios

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...