Recruiting, training, and retaining reps, incentives, metrics, in-field strategies, detail pieces, technology in sales, sampling, compliance, and more.
November 1, 2008
Don't throw out sales force effectiveness with the sales force—some sure-fire strategies
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October 1, 2008
It's management makeover time—and micromanaging is so last year.
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September 1, 2008
The smart way to CRM is through SaaS
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May 1, 2008
By:Sander Flaum
The tech-savvy creative team at Concentric Rx has its sales force mixing work and play
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February 1, 2008
With sales forces shrinking, how does the industry combine new technologies with old-fashioned face time to maximize sales?
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September 1, 2007
By:Michael Feehan, Observant LLC, Neil Bergquist, Observant LLC
Is the American Medical Association's (AMA) Prescribing Data Restriction Program (PDRP) the answer to physicians' privacy concerns, or will it just hamper the relationship between rep and doc? Observant LLC recently gauged reactions to the PDRP and doctors' expectancies of how this initiative affects physicians' practices and their relationships with pharmaceutical representatives. The findings suggest that the initiative may have paradoxical negative implications for physicians.
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 | June 1, 2007
By:Jack Schember
With fewer feet on the street because of downsizing at many drug firms, sales reps and managers need to work smarter—and that means working with information that's both accurate and up to date
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April 1, 2007
The pharmaceutical industry is abuzz with discussion: What will "tomorrow's" sales force look like? How will the job profile and competencies for sales reps change to better serve customers? How do we recruit and hire this new breed of sales reps? Steve DeMorro, president of Publicis Healthcare Recruiting, identified several key characteristics of the new biopharma representative, and how he believes these will become a standard part of the job profile for recruiting—and developing—sales reps in the future.
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