Tag Archives: key account management

Perhaps more than at any time in recent memory, the pharmaceutical industry is at a crossroads. Multiple forces are at work and significant changes are on the horizon. Comprehensive changes in the United States market are yet to fully unfold, … Continue reading →

Does the pharmaceutical industry face the perfect storm in the foreseeable future? By all accounts we are entering a period of regeneration, a very unusual situation during which we will have to completely re-evaluate the way that we focus on … Continue reading →

It’s going to be difficult to survive in the pharmaceutical sales industry. Hardly the same approach to the role of sales and marketing “at the sharp end,” and more than likely a complete re-evaluation of the way that pharmaceutical marketing … Continue reading →

As the industry changes in shape and size, the pharmaceutical consultant is developing a new role. Recessionary forces have caused some significant developments in almost every major industry and the healthcare business was certainly not immune. Indeed, the recession has … Continue reading →

Customer contribution must become a more important metric, when key account management designation is under consideration. It is no longer acceptable for traditional measures to be used and the pharmaceutical consultant must tell senior management that it needs a better … Continue reading →

Have we been focusing on a “one-size-fits-all” approach to sales force effectiveness? This is a question that we have to ask ourselves after all, due to the fact that the average pharmaceutical sales force budget is under considerable pressure and … Continue reading →

How do you see your sales reps, are they underachievers or overachievers? Do you motivate them enough or too much? Do you understand that in many circumstances they represent the most important link in your entire product chain? Get ready … Continue reading →

Will the pharmaceutical sales team of the future be composed of people who sit behind a computer terminal for the majority of their time, only making “road trips” when they are almost guaranteed to be highly productive? After all, this … Continue reading →