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The Active Ingredient features expert insights and commentary from leaders of ZS Associates' global pharmaceuticals practice.

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Breaking the Dependence on Sales Managers for Coaching

Posted by Dan Frey on Thu, Sep 03, 2015

When I joined ZS Associates 13 years ago, we had around 400 people. Now we’re almost 10 times that size. We’ve changed a lot over the years. I joined as a generalist, a role that is increasingly rare as our people have become more specialized. This specialization has been one of the secrets to our competitive success as it’s helped us improve both efficiency and quality.

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Topics: Dan Frey, Sales Managers, sales management, coaching

Unlock Large Customers’ Doors With Key Account Management

Posted by Bill Coyle on Mon, Feb 02, 2015

As key account management (KAM) becomes more prevalent for pharmaceutical companies trying to court large clients, how are they actually implementing it? And what challenges are they facing as they try to do so?

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Topics: Pharmaceutical, Bill Coyle, sales management, hospital, key account management

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