With the New Year underway, various media outlets and consulting firms are issuing reports outlining the healthcare trends...
Commercial Excellence
Commercial Excellence
Executing a Key Account Management Strategy
Life sciences companies can no longer rely on the “one-to-one” or “sales representative to physician” model to drive...
Commercial Excellence
Field-Based Monitoring: Mitigating Risk, Maximizing Success
Field-based monitoring is generally used by compliance departments to verify and ensure field behavior and activities are compliant...
Commercial Excellence
Executing a Key Account Management Strategy: The Transformative Role of Learning and...
Life Sciences companies can no longer rely on the one-to-one sales representative to physician model to drive growth....
Commercial Excellence
The Changing Pharmaceutical Sales Landscape: Recommendations for Achieving Compliance and Sales Excellence
Pharmaceutical sales force leaders currently face a variety of challenges There is ongoing competition from other companies, increased...
Commercial Excellence
Best Practices for Developing Business Acumen & Planning Skills in Field Organizations
Best-in-class pharmaceutical companies realize that the dedication of time and resources to developing business acumen is critical to...
Commercial Excellence
Boosting Sales Effectiveness with Better Field Collaboration
In response to the rapidly changing healthcare marketplace, pharmaceutical companies are reevaluating how to utilize their field forces.
Commercial Excellence
Getting Value Out of the Quarterly Business Review
Most pharmaceutical sales organizations measure and track sales performance on a quarterly basis. With the first quarter of...
Commercial Excellence
Improving Field Sales Business Planning and Marketplace Acumen
In response to the ongoing changes in the healthcare environment and the need to quickly respond to customer needs...
Commercial Excellence
What the Buzz is About: As companies demand more from their reps,...
The healthcare industry is undergoing rapid transformations due to declining government and payer reimbursement, consolidation, and federal healthcare...
Commercial Excellence
Inspect What You Expect: Field based monitoring programs can help companies avoid...
Biopharmaceutical companies need to proactively monitor compliance trends to keep themselves in safe harbor and avoid damaging prosecutions...
Commercial Excellence
A Sturdy Framework: Improving field force business planning requires managers to run...
With the healthcare environment continuing to change, sales managers and sales representatives must understand what drives both their...