Quality not Quantity- North American Sales Force Effectiveness

There has been a dramatic change in North American SFE. The size of the Sales Force has been cut significantly by all of big pharma.



There has been a dramatic change in North American SFE. The size of the Sales Force has been cut significantly by all of big pharma. This trend seems to be continuing this year, with big pharma announcing even more cut backs are to take place.

Rising health care costs have resulted in smaller profit margins for many firms which have forced Pharma re-think their strategies. They have had little choice but to examine the Sales Model and analyze the importance of becoming more customers centric.

This notion has been a catalyst for a number of changes in Pharma. For example Reps will now focus on what they gain from a call rather than how many they make, data analytics is gathering more and more momentum and Key Account Management is the new buzz word.

Will a new sales model create organizations that are leaner and more efficient?