White Paper
What Are The Factors That Cause Call Plan Adherence To Fail And How To Address The Problem
The sales force for a pharma company still represents one of the largest line items in the budget and is the most significant driver of sales relative to all other individual sales ...
White Paper
Has Traditional Call Planning Passed Its Prime?
This paper explores simple and more complex additions and solutions to a myriad of issues facing future changes to call planning. A central theme in all the proposed solutions is t ...
White Paper
Evolution of Pharmaceutical Call Planning
This white paper will explore the factors used to develop account-based call plans and how pharmaceutical companies must adapt to ensure their representatives are prepared and qual ...
White Paper
Regional Sales And Marketing Optimization Modeling: A Call For Technical Changes
The concept of “all marketing is local” in the pharma environment is more valid today than ever before. We see tremendous variations in salient factors that would affect commer ...
White Paper
Pharma Sales And Marketing Restrictions – Has the Pendulum Swung Too Far?
The question this commentary asks is simply this – has the pendulum swung too far in the direction of excessive restrictions on sales and marketing practices of biopharmaceut ...
White Paper
Measuring Sales Rep-Physician Relationship Disruption In Sales Force Optimization & Territory Alignment
There is a growing importance of maintaining sales rep-physician relationships and accounting for their disruption in sales force optimization and territory alignment analyses. Thi ...
White Paper
The Evidence Supporting Sales Rep Access Restrictions To Physicians – “Where’s The Beef?”
The last 10-15 years have seen an explosion of articles in major health policy and medical journals advocating severely restricting or banning biopharmaceutical sales rep access to ...
