The relationship between doctors and pharma companies is the subject of intense scrutiny—there is widespread skepticism about the intent of industry and concern for the vulnerability of doctors in the relationship. Unfortunately, the debate on how pharma does not influence this relationship forward has become polarized: industry argues that collaboration with physicians is essential to […]
Tag Archives: pharmaceutical sales
Why pharma and biotech Sales Teams Should Re-examine Territory Design
Companies are using more analytics to enable better sales teams decisions, yet one area that is still too frequently undervalued is sales territory design, or the way in which the responsibility for accounts is assigned to salespeople or sales teams. The impact of vacant sales territories on overall brand performance is often underestimated within pharma […]