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Pharmaceutical Sales Force Effectiveness - Rethinking the Current Sales Model Product Image

Pharmaceutical Sales Force Effectiveness - Rethinking the Current Sales Model

  • ID: 2068986
  • August 2011
  • Region: Global
  • 54 Pages
  • CBR Pharma Insights

The pharmaceutical industry is facing change on a monumental scale. Patents on key products are expiring, the flow of new products from pipelines is low, and the number of decision makers involved has increased. Add to this mix Health Care Reform and the way a company develops, markets, and sells their products is impacted on some level. The next 5 – 10 years will be an exciting time to be a part of this industry as it undergoes a transformation.

In this new environment sales representatives have less time with physicians, payers influence prescribing decisions, and generics are dispensed the vast majority of the time. On the commercial side of the business, companies are exploring alternatives to the ‘Reach and Frequency’ sales model that served them well for many years.

“Pharmaceutical Sales Force Effectiveness” is a consultancy-style report which identifies, assesses, and provides insights on the key challenges that industry is experiencing in growing market share through physician detailing. Through CBR Pharma Insights’ unique report writing approach and primary market research done with 200 US-based physicians, companies will be READ MORE >

Executive Summary

Introduction
- Changes in the life science landscape are causing many to “rethink” their current business model.

Sales Force Size and Structure - the Past
- Number of Sales Reps in the U.S.
- Primary Selling Model
- Measurements of Sales Force Effectiveness

Changes and Challenges Driving the Industry to ‘Rethink’ the Current Selling Model
- Physician Access
- Payer Influence
- Growth of Generics
- Decrease in Sales Force ROI

Sales Force of the Future
- A More Complex Selling Environment
- An Agile Sales Force
- Increase Focus on the Customer
- - Account Management Approach
- - Reaching the Physician in the Right Way
- - Other Stakeholders

Conclusion
- Where Is the industry on the change curve?

Appendix

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