$695 | Single User
$2850 | Site License
$5650 | Global License

Pharma sales force shape, size and structure — where next?
[Published by FirstWord Pharma]

Published by FirstWord Pharma: 01 Jul 2012 | 20 | In Stock
Related Topics: Pricing , Roche



Retarget your sales force with new resources

Sales force management now plays a critical role in guiding marketing changes and improving prescribing opportunities. New sales force skills, tools and strategies are now needed to meet the requirements of individual physicians. Yet fewer than 25% of the big pharma companies are currently making such changes, and many companies are getting left behind.

A new report from FirstWord Dossier — Pharma sales force shape, size and structure — where next? — analyses the key issues influencing sales force objectives and structure; how some pharma companies have restructured their sales and marketing channels, and whether these changes have been successful or not.


Report Overview

Pharma sales force shape, size and structure — where next? includes advice from 11 leading pharmaceutical sales representatives and marketing experts about how companies can combine new sales force skills, technology and flexibility to build efficient sales rep relationships with increasingly busy doctors. The report also focuses on what doctors really value about sales reps.


Key Report Features

  • External and internal forces affecting today’s sales revenue

  • Signs that a company needs to make structural changes

  • Keys to developing a successful new corporate structure

  • Insight into what physicians really want from sales reps

  • The right resources to optimise pharma sales efficacy

  • The successes and failures of other company restructuring

  • Effects of mergers and acquisitions on today’s sales forces

  • Ways to transform dialogue through technology

  • Puchase Reasons

    Key Benefits

  • Understand the key factors shaping current sales force changes

  • Realise the various benefits of restructuring your sales force

  • Identify new ways to build good doctor-sales rep relationships

  • Learn how to combine sales technology with human interaction

  • Effectively communicate your new strategies to your sales force

  • Review examples of other big pharma sales force changes

  • Measure the success of your new sales force structure

  • Key Questions Answered

  • How successful have other companies been in restructuring?

  • How could you organise your new sales structure?

  • In what ways can technology enhance rep-physician relationships?

  • Do your sales reps have the right skills to reach busy physicians?

  • What do 80% of physicians still value about sales reps?

  • How are e-detailing, smartphones and PC tablets shaping sales?

  • Does the ‘soft sell’ approach work better in pharma marketing?

  • How can you measure the success of your structural changes?

  • Who Would Benefit From This Report?

    This report will be of value to pharma directors and managers with responsibilities in the following areas:

  • Market access

  • National & regional sales directors

  • Sales management

  • Marketing management

  • Business development

  • Brand marketing

  • Pricing & reimbursement

  • Corporate communications

  • Key Opinion Leader Liaison teams

  • Medical affairs

  • Expert Views Include:

  • Liz Cermak, Executive VP, Chief Commercial Officer, Pozen Inc

  • Craig Robertson, an executive director, Accenture’s Life Sciences Group

  • Matthew Gurin, VP, US Life Sciences Consulting, the Hay Group

  • Ron Kane, Vice President, Allora Health Services, In Touch Solutions

  • Jerry Maynor, Director, Marketing and Business Development for North America, Cegedim Strategic Data

  • Christopher S Wright, Managing Principal, ZS Associates US Pharmaceuticals Practice

  • Chris Morgan, Office Managing Principal of ZS Associates’ office in London

  • V Srinivasan, General Manager-Sales Admin, HR & Personnel, Stedman Pharma

  • Roxanne Allaire, President at Roxx Consulting Service Inc

  • Derrick Sims, MD, internist, Rochelle Park, NJ, USA

  • Carys Mai Williams, Staff Grade Doctor in Child and Adolescent Psychiatry, North East London Foundation Trust

  • Key Quotes

  • “Companies have started to establish alternate sales channels. It’s not about one size fits all, mass marketing, television advertising but what does Dr. Jones want, and what influences him or her,” – Liz Cermak, Chief Commercial Officer, Pozen Inc

  • “Before they make any changes, sales management should set out a series of objectives and measures that they'll come back to over time. Of those, there are probably three major elements to measuring success,” – Craig Robertson, Executive Director, Accenture’s Life Sciences group

  • “People are realising that if they’re going to have smaller forces, then they’re going to have to have the right people. Companies have to create a scientific differentiation between their product and a plethora of other products out in the marketplace,” – Ron Kane, VP, Allora Health Services

  • “If change is not communicated properly internally, performance will be lacking across the sales force. Good communication, leadership development and training will help the adoption of changes,” – Roxanne Allaire, President at Roxx Consulting Service Inc
  • Table of Contents
    for Pharma sales force shape, size and structure — where next? [Published by FirstWord Pharma]

    • 1. Executive Summary

      2. Industry in transition

      2.1. Trying a softer sell approach

      2.2. Down trend on promotion spending

      2.3. Changing economic conditions and market forces

      2.4. Sales force productivity declining

      2.5. A successful future requires new strategies

      2.6. Multi-faceted challenges

      2.7. Judgment skills are key

      3.Loss of revenue triggers a sales force restructuring

      3.1. External forces

      3.2. Mergers and acquisitions

      3.3. The ineffective sales force

      3.4. Less physician face time

      3.5. Impact of technology, other issues

      4.Developing a new sales force structure

      4.1. Business consultants

      4.2. Discard single field deployment model

      4.3. A customer-centric structure

      4.4. Communicate the new structure

      5.Measuring the success of sales force change

      5.1. Assessing success

      5.2. Analysing soft data

      5.3. Customer satisfaction, market share and profitability

      5.4. Return on investment

      5.5. Applying software

      6.What physicians want from sales reps

      6.1. Doctors need useful drug data

      6.2. Taking note of helpful scientific data

      6.3. Insurance coverage is important

      6.4. The sales rep as an extension of the company

      6.5. New indications for medicines

      6.6. A personal approach

      6.7. A good physician-rep relationship helps drive prescriptions

      6.8. Attaining access indicates that doctors take notice

      6.9. Noting what physicians respond to

      7.Keys to successful reorganisations

      7.1. Opportunity for experimentation

      7.2. Change is necessary

      7.3. Change involves emotions

      7.4. Keeping focused; using the best resources

      8.Social media enhances the rep-physician relationship

      8.1. New communications channel

      8.2. Engaging and transforming dialogue through technology

      8.3. Filling the void

      8.4. Blurring the lines

      8.5. E-detailing satisfaction



    Additional Details


    FirstWord Pharma

    Publisher Information


    20 |

    Number of Pages


    Report Format


    FirstWord Pharma Reports

    Related Reports

    TitleDate PublishedPrice fromMore Details
    The Top 10 Pharma Companies in 2017
    Introduction...leading drivers and resistors to growthWith many of the world's largest pharmaceutica...
    01 Mar 2013 by FirstWord Pharma USD $395 More Info
    Pharma and the mHealth Revolution - engaging with mobile-enabled physicians and HCPs
    IntroductionIt’s time to click on this.The media’s dubbed them ‘a doctor in your pocket’ and ‘health...
    01 Feb 2013 by FirstWord Pharma USD $695 More Info
    Big Data in Pharma Marketing
    IntroductionBig data - the huge volume of digital data generated worldwide - continues to grow expon...
    01 Jan 2013 by FirstWord Pharma USD $695 More Info
    Social and Mobile Pharma - the State of the Digital Landscape
    IntroductionTightly-regulated and conservative in outlook, the pharmaceutical industry has largely b...
    01 Nov 2012 by FirstWord Pharma USD $695 More Info
    Pharma and Payers – Building Better Relationships
    IntroductionChanges in the healthcare landscape have put payers (public and private) under mounting ...
    01 Sep 2012 by FirstWord Pharma USD $695 More Info
    Pharma Reputations: Managing Perceptions
    IntroductionPharma is no stranger to the idea of nurturing and defending corporate reputations. But...
    01 Aug 2012 by FirstWord Pharma USD $645 More Info
    Pharma's Future Role in CME
    IntroductionOver the last 10 years, every aspect of continuing medical education (CME) has endured m...
    01 Aug 2012 by FirstWord Pharma USD $695 More Info
    Inside China’s Healthcare Reforms: Opportunities for Multinational Pharma
    IntroductionIn 2009, China’s government announced plans to invest RMB1.13 trillion (0 billion) in...
    01 Jun 2012 by FirstWord Pharma USD $995 More Info
    Meeting KOL Needs: What Pharma Needs to Know
    IntroductionThe role of the Key Opinion Leader (KOL) has changed over the past 30 years. And it's ab...
    01 Feb 2012 by FirstWord Pharma USD $1,445 More Info
    Academic Detailing: Pharma Fights Back
    IntroductionEver since it was introduced three decades ago, academic detailing—which now increasingl...
    01 Jan 2012 by FirstWord Pharma USD $745 More Info

    This report is published by FirstWord Pharma

    Download Free Report Summary PDF

    Pharma sales force shape, size and structure — where next? [Published by FirstWord Pharma] | Download PDF Summary

    Download our FREE report summary PDF. It contains all the information on these web pages, plus a Proforma Invoice request form, should you need it to satisfy your company's internal order procedures.

    Ordering Information

    Orders are processed immediately and you will be notified of the despatch date on confirmation of your order.

    Accepted Card Types


    Buy now using our secure payment system.

    We Stock...