Pharmaceutical Companies Cut More Than 6,000 Sales Jobs: Cutting Edge Information Report Analyzes Sales Force Restructuring and Outlines Path Going Forward

RESEARCH TRIANGLE PARK, NC--(Marketwire - December 11, 2008) - Pharmaceutical companies have slashed more than 6,000 U.S. sales reps from their ranks in 2008, and additional field sales force cutbacks are expected in early 2009 as companies continue to implement cost-cutting measures. These cutbacks come on the heels of several studies showing that oversized field sales forces have saturated the market and that physicians are increasingly reluctant to see reps in their offices.

"Pharmaceutical Sales Management 2008," a report from biopharmaceutical business intelligence leader Cutting Edge Information (www.PharmaSalesManagement.com), analyzes the trends in pharmaceutical industry sales force restructuring. Drug companies' sales management teams can apply the report's data on sales force structures, investment, training, and in-field tactics to refocus their organizations to achieve maximum impact in the new marketplace.

Companies that have announced sales force cutbacks in 2008 include:

*GlaxoSmithKline (1,800 reps)
*Wyeth (1,500 reps)
*Merck (1,200 reps)
*Sanofi-Aventis (up to 650 reps)
*Novartis (550 reps)
*Boehringer-Ingelheim (200 reps)

"As companies have reduced the sizes of their field sales organizations, we've seen physicians reporting increased satisfaction with the frequency, timing and value of in-office sales calls," says David Richardson, research team leader at Cutting Edge Information. "That's a good sign that these cuts are a move in the right direction."

Leaner, smarter and reorganized sales forces will utilize advanced targeting strategies to focus on high-prescribing physicians and key influencers. Furthermore, the recent economic turmoil will put pressure on drug makers to demonstrate significant efficacy benefits compared to conventional treatments to convince payers to award reimbursement coverage for new products.

Richardson notes, "Going forward, sales organizations are going to have to be smarter about how they operate, and we expect to see drug companies gradually shifting the focus from physicians to payers and patients."

Compiled from interviews and surveys with sales leaders at top performing pharmaceutical companies, "Pharmaceutical Sales Management 2008" (www.PharmaSalesManagement.com) explores the latest sales trends, budgets and strategies of nearly two-dozen companies. Key metrics in the report address:

*Budgeting and financial support
*Structure and headcounts
*Product prioritization, territory alignment and coordination
*Sales compensation and reward programs
*Rep activities
*Segmentation and targeting

A complimentary report brochure is available at http://www.PharmaSalesManagement.com

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