Abstract
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
Companies Included in Report
- Abbott Labs
- Allergan
- AstraZeneca
- Bayer
- Boehringer-Ingelheim
- Daiichi Sankyo
- Eli Lilly
- Endo Pharmaceuticals
- Forest Labs
- Genentech
- GlaxoSmithKline
- Merck
- Novartis
- PDI
- Pfizer
- P&G
- Sanofi-Aventis
- Schering-Plough
- Takeda
- Wyeth
- .....plus more
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