Articles

• Sales force - the historic error

  Men do not stumble over mountains but over mole-hills Confucius once said and could have meant our sloppy usage of words as well.

  (Jul 30, 2009)
• Does re-labelling reps create account managers?

  Two major questions are currently around: 1) Will there be a new sales model? 2) What will it look like? Since I tend to differentiate, it is not about a new

  (Aug 14, 2009)
• Who is on, who is off the road?

  What do you believe will happen, when you decide to improve your target list, leveraging the huge possibilities that externally researched lists deliver? Your representatives have decided w

  (Aug 18, 2009)
• CRM - System or systematic?

  CRM introduction or upgrading projects involve a huge number of people and departments.

  (Aug 30, 2009)
• KPIs - any idea?

  William Hewlett is quoted as saying: "You only can manage what you measure, and what you measure gets done!" Pharma management is frequently quoted as saying: "If you want x calls a day, you will get x calls a day."

  (Sep 7, 2009)
• Do we change or are we changed?

  Numerous sources, newsletters and blogs like this indicate or tell us that the *habitat of the pharmaceutical industry* no longer is what it used to be.   Pharma

  (Oct 20, 2009)
• Data - Information - Knowledge: a triad
  (Jan 2, 2010)
• Stop Selling Drugs

  ======== THE APPEAL: STOP SELLING DRUGS! ===================================== Across the world many pharma still are trying to sell drugs in a desperate attempt to keep and stick to the past instead of actively pursuing the *c*

  (Jan 3, 2010)

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