Abstract
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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