Introduction
Through analysis and forecasts, this report provides insight into the latest pharma sales force effectiveness initiatives, which is underpinned by how biopharmaceutical companies will alter their sales force strategies in the future. Different situations for sizing a sales force such as expansion into new markets, new product launches and downsizing are illustrated.
Scope of this research
* Detailed analysis of the current state of the pharmaceutical industry, including the five major trends reshaping the pharmaceutical marketplace.
* Illustration of different situations for sizing a sales force such as expansion into new markets, new product launches and downsizing.
* An introduction to new technologies that can address some of the key marketing and sales challenges facing pharmaceutical companies today.
* Overview of recent trends and future developments in the quest for sales excellence in the pharmaceutical industry.
Research and analysis highlights
The pharma industry is cautious about change, but it is slowly beginning to explore new ideas and sales models. Although only 7% of surveyed respondents believe that new sales models will be rolled out in the next two years, the majority of interviewees expect that focused pilot projects will indeed gradually pave the way to new business models.
The most successful future pharmaceutical sales organizations will include a significant variable component and will be engineered for agility and for greater cost effectiveness. A solution for the future is to establish a smaller internal sales organization composed of the highest performing sales reps.
To cope with today's over-saturated sales environment, pharmaceutical companies must maintain a single centralized view of each physician, spanning data feeds, segments, and territories, and then apply this information to design more relevant communications.
Key reasons to purchase this research
* Learn how social and economic changes will have huge implications for the way in which pharmaceutical companies will market and sell future products.
* Discover why pharma industry revenue will decline for the first time in its history.
* Quick and comprehensive understanding of sales force sizing, structuring and deployment and recent trends in physician targeting.
* Gain up-to-date information on sales force hiring, training, motivation, retention and compensation plans.
* Discover why e-detailing and closed-loop marketing are adopted by more and more pharma companies.