Traditional Pharma Sales Roles Are Becoming Obsolete. Here's How to Adapt.

Posted by Ian Wilcox on Thu, Feb 07, 2019

Pharma selling is headed for a major disruption. Factors such as the proliferation of technology and artificial intelligence, the ongoing debate over the Affordable Care Act in the U.S. and decreased access to physicians are all making the traditional approaches to pharma selling obsolete. Like a cassette tape making way for the CD, traditional sales roles are being replaced with more specialized roles. These shifts in the marketplace predict a looming talent gap that pharma executives must begin to address now before it cripples their ability to compete for market share.


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Three Things That Pharma Executives Must Do to Keep Pace With the Healthcare Evolution

Posted by Ian Wilcox on Thu, Dec 20, 2018

Just over a week ago, CVS Health announced that it had closed the deal on the merger heard ’round the world: the highly anticipated acquisition of insurance giant Aetna. CVS Health President and Chief Executive Officer Larry Merlo said in a statement that the merger will “transform the consumer health experience and build healthier communities through a new, innovative healthcare model that is local, easier to use, less expensive and puts consumers at the center of their care.”


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Is Your Sales Force Ready for Dynamic Targeting?

Posted by Mike Powers on Mon, Sep 25, 2017

Mani Sethi co-wrote this blog post with Mike Powers. 

Think about the last time you bought something on Amazon: The website provides a list of your recently purchased items, suggestions based on your browsing history, and insights into what products similar shoppers have bought. Chances are at least one of those tailored offerings factored into your purchase decision.


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ZS’s 2014 AccessMonitor™: Four Steps to Make the Most of Declining Access

Posted by Malcolm Sturgis on Tue, Aug 05, 2014

The headlines are all about declining physician access—almost half of physicians are now considered “access restricted” or “severely access restricted,” according to the 2014 edition of ZS’s AccessMonitor™ study. The report examined data for teams comprising approximately 35,000 sales reps, and interactions with approximately 325,000 physicians and prescribers.

It’s not a new trend. Access has been falling steadily since 2009, when it peaked at 78%. In 2012, reps had good access to 65% of all physicians, and only 55% last year. And given industry trends, rep access to physicians is unlikely to get better.


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