Business Insights Pharmaceutical Sales Force Effectiveness Strategies

Gain a quick and comprehensive understanding of sales force sizing, structuring, deployment along with the recent trends in physician targeting. 

"Sales forces cost pharmaceutical companies anywhere from 20% to 30% of sales. On average a pharmaceutical sales person's fully loaded costs per year are $175,000. The training and recruiting cost equals $50,000 in the first year."

For years now there has been an unshakable belief that the bigger the sales force, the greater the market share. However, many of the industry’s biggest markets are now saturated with sales representatives, and its selling techniques are becoming increasingly ineffective.

Click here to view the seven-page executive summary of this report.

Pharmaceutical Sales Force Effectiveness Strategies: Evaluating evolving sales models & advanced technology for a customer centric approach is a new report published by Business Insights that provides:

• A detailed analysis of the current state of the pharmaceutical industry, including the five major trends reshaping the pharmaceutical marketplace and their impact on the sales force.
• A review of the three different methods companies use to size their sales force as the impact they have on sales, costs and profits are in both the short and the long term.
• An illustration of the different situations for sizing a sales force such as expansion into new markets, new product launches and downsizing.
• An analysis of the importance of sales force recruiting and hiring process as well as the role of training in preparing the pharmaceutical sales force for success.
• Practical advice on how to implement incentive plans and how to set effective Sales force effectiveness metrics.

This report answers the following questions

• Is the pharmaceutical sales representative an endangered species?
• Why should pharma companies adopt a Key Account Management approach to their customers?
• What will the expected shift in marketing and sales efforts look like?
• How can sales organization be sized, structured and deployed for maximum effectiveness in the new healthcare environment?
• The industry has begun to embrace the reality that this model no longer guarantees growth or future profitability. The opportunity lies in moving beyond sales force growth and mass promotion into a new era of sales force effectiveness.

Click here to view the Seven-page executive summary of this report.

The report will be delivered as a PDF via e-mail. Orders must be paid in full before shipment. All sales are final; no returns or refunds are permitted with this product. For more information, please call 877/437-4276 or e-mail account manager Maureen Croce at mcroce@hcpro.com.

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