Sales leaders and representatives need effective business planning and resource allocation processes to stay competitive and drive sales performance. The basic elements of an effective business planning and resource allocation process include: Conducting a marketplace analysis Aligning strategy and brand goals with a local assessment of the business Identifying critical priorities or initiatives Prioritizing customers Developing action plans […]
Julie, a sales representative, has been randomly selected for a field ride with a compliance monitor. Her company’s I GLASS™ administrator begins the process by registering Julie in the system and selecting a due date for her field ride.
A privately held pharmaceutical company was preparing for the commercial launch of their first prescription drug. The Executive Management team brought their commercial leaders on board just prior to the product being approved by the FDA.
A rapidly growing biotech company was interested in improving organizational efficiency and sales performance. As part of the effort, they conducted a critical review of several departmental functions, looking for opportunities to eliminate unnecessary redundancies. At the same time, the sales team leaders were struggling to align on a coaching model and method to document coaching feedback. The organization wanted to address these challenges before launching their next product.
Does your field organization have well-defined business and account planning processes and tools? The healthcare marketplace is undergoing tremendous change resulting in limited access with different stakeholders involved in various patient care decisions. Adding to the complexity are the varying geographic healthcare ecosystems across the country. BioPharma companies must put consistent planning processes into place […]
Many life sciences companies have become increasingly more reliant on account executives to target large, complicated healthcare systems and payers. These sales professionals are on the front line attempting to bring innovative solutions to large organized customers and are tasked with calling on C-suite and Director-level stakeholders to uncover needs, identify systems’ level opportunities, and […]
In the past five years, the Department of Justice (DOJ) has levied almost $22 billion in fines against pharmaceutical companies for compliance violations. In addition to these fines, there are significant costs associated with negative publicity and damaged company reputations. Compliance standards are becoming increasingly rigid with Corporate Integrity Agreements (CIAs) and Risk Evaluation and […]
The opioid abuse epidemic in the United States has grown dramatically in recent years. The number of opioid prescriptions in the U.S. increased from 144 million in 2002 to more than 259 million in 20121 . Each day, 44 people in the United States die from an overdose of prescription painkillers 2 . The issue has […]
The primary responsibility of pharmaceutical compliance professionals is to ensure their organizations adhere to government requirements and all company activities align with regulatory policies. An important element of an effective Field Based Monitoring Program includes a reliable plan for compliance reporting. This newsletter will outline five (5) key considerations to enhance reporting of field based […]