RESEARCH TRIANGLE PARK, NC--(Marketwire - April 30, 2009) - The Wall Street Journal recently
predicted that the number of US pharmaceutical sales reps will dwindle to
70,000 by the year 2015. This is a far cry from the more than 100,000 reps
that called on physicians just a few years ago. The recent and future
reductions to sales force headcounts might not be so bad for drug
companies, however, according to "Reinventing Pharmaceutical Sales Forces,"
a new report from Cutting Edge Information (available at
www.PharmaSalesManagement.com).
Surveys and interviews with top-performing pharmaceutical and biotech
companies revealed that reps now earn more time with their physician
targets, have more developed and consultative relationships with their
targets, and are more accountable for their territories. These benefits
are mainly brought about by the industry's recent efforts to reduce sales
force mirroring, the practice of multiple reps calling on the same targets
with the same drugs. In the past, doctors might see four or five reps from
the same company, whereas now it is closer to one or two reps per doctor.
"Some of the more innovative pharma companies started overhauling their
sales forces 18 to 24 months ago," said David Richardson, Research Team
Leader with Cutting Edge Information and author of the report. "Now we
are starting to see some results, which are largely positive according to
our data."
"Reinventing Pharmaceutical Sales Forces" examines the evolution of
pharmaceutical sales forces over the past several years and identifies new
sales strategies and tactics that will help them succeed into the future.
The final report will allow participants to:
-- Understand how top performers reshape their sales forces to meet the
demands of the evolving market
-- See how companies earn a return on their investments in eDetailing and
other emerging sales tools
-- Learn how companies use closed-loop marketing solutions to tailor
messages to individual physicians' wants and needs
-- Examine the results of strategic changes made by companies over the
past 18 to 24 months
Download a complimentary report brochure at
http://www.cuttingedgeinfo.com/pharmasalesmanagement/PH127_Download.asp#body.
Contact Information: CONTACT:
David Richardson:
919-433-0216