How Pharma Can Drive Value and Embrace Change in an Evolving Marketplace

Posted by Ian Wilcox on Fri, Apr 05, 2019


This blog post is the second in a two-part series on the future of sales in the pharmaceutical industry.

In my previous post, I shared why pharma sales organizations need to adapt to today’s evolving healthcare marketplace: Advances in technology and other market trends—such as the proliferation of artificial intelligence, the ongoing debate over the Affordable Care Act in the U.S. and decreased access to physicians—are shaking up the industry.


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Three Ways to Get the Most from Your Field-Based Roles

Posted by Alex Turok on Wed, Apr 03, 2019

Howard Deutsch co-wrote this blog post with Alex Turok. 

The evolution in the U.S. healthcare ecosystem has made it more complex. Individual physicians and small group practices have given way to large, integrated health systems with an array of stakeholders who have different needs, expectations and motivations. To engage effectively in this environment, pharma has developed new field-based roles beyond the classic sales rep to help train nurses, create awareness of companion diagnostics and interpret biomarker test results, manage complex authorization processes and much more. Yet while these roles address critical steps along the patient journey, pharma can get significantly more value from their non-rep roles.


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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 Tips on How to Align Your Sales Comp With Evolving Customer-Facing Roles

Posted by Mike Martin on Fri, Jun 02, 2017

Changes within the healthcare ecosystem—continued M&A activity, the emergence of value-based care, influences within local healthcare markets—are affecting many ways in which biopharmaceutical manufacturers are going to market. Companies are adapting by adding new sales roles, differentiating the types of roles across the nation, co-developing solutions with large providers, and rethinking their sales compensation strategies


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