Do you overload your sales reps, or do you treat them all as underachievers? Are you able to motivate them enough, or do you push them too far? Are you aware that they are probably the most significant link in your entire organisation’s product chain? Get ready to answer a number of these questions as [...]
How do you see your sales reps, are they underachievers or overachievers? Do you motivate them enough or too much? Do you understand that in many circumstances they represent the most important link in your entire product chain? Get ready to answer a number of these questions as the pharmaceutical sales industry undergoes a process [...]
Perhaps more than at any time in recent memory, the pharmaceutical industry is at a crossroads. There are going to be substantial changes ahead as a multitude of forces are working behind the scenes. Comprehensive changes in the United States market are yet to fully unfold, but will undoubtedly have some effect on healthcare markets [...]
Does the pharmaceutical industry face the perfect storm in the foreseeable future? It certainly appears as if we are set for one of those re-generational periods, relatively rare occurrences when the very way we approach our daily problems and issues endures a fundamental change. This regeneration will not only affect the pharmaceutical industry either, as [...]
What will it take to survive in the pharmaceutical sales industry? Hardly the same approach to the role of sales and marketing “at the sharp end,” and more than likely a complete re-evaluation of the way that pharmaceutical marketing training is structured. We have relied on conventional methods of approaching a client for far too [...]
The role of the pharmaceutical consultant is changing along with the size and shape of the industry in general. Recessionary forces have caused some significant developments in almost every major industry and the healthcare business was certainly not immune. As the recession unfolded, the way that pharmaceutical sales companies approached their clients started to change. [...]
No amount of creativity or product superiority will be advantageous unless the pharmaceutical company is able to get its product to the market and into the hands of the end user. The selection of a productive sales and marketing team is critical to the survival of the company and this team must be adequately trained [...]
A sales force must be incentivised if it is to be truly effective. This must be correctly approached however, as it is often poorly thought out or even bypassed, leading to lacklustre results, a reduction in morale and the inefficient use of a key resource. It is not good enough for a pharmaceutical company to [...]
In an increasingly sophisticated and competitive environment, pharmaceutical companies now realise that it is not sufficient to treat clients with a uniform approach and that certain client accounts represent an increased level of importance. If a particular client is very dominant, has a high level of transactions or is otherwise strategically important, they should be [...]
The key to effective marketing essentially lies in taking action. In a ballgame, you will be unable to score a goal if you don’t take a shot and in marketing parlance this can be compared to actually going out into the marketplace and putting theory into practice. The pharmaceutical industry is most competitive and requires [...]
