Sales Force Effectiveness, White Papers
Data driven commercial analytics from general empirical to granular Today’s machine learning techniques provide us with a solid basis from which to look forward. With the help of machine learning, pharmaceutical managers can start thinking about the next area where... 
Sales Force Effectiveness, White Papers
Delivering Customer Value Accelerating Brand Performance in an Era of Value-based Medicine Delivering exception customer value – we hear about it every day within the circles of sales and marketing, but what does it really mean? Why is it important, and in the end,... 
Sales Force Effectiveness, White Papers
Since the time of blockbuster drugs and mirrored sales teams a decade ago, pharmaceutical reps’ access to physicians continues to decline each year. Studies indicate that between 36.5% – 44% of physicians are now being designated as “no access.” Despite this declining... 
Incentive Compensation, Sales Force Effectiveness, White Papers
Attracting and retaining productive and satisfied sales representatives is paramount to the success of any commercialization effort. Likewise, the sales force incentive plan (IC Plan) is critical to achieving these goals. When properly designed, the IC Plan is an... 
Sales Force Effectiveness, White Papers
Pharmaceutical commercialization is getting more challenging every day. Analytics talent is in high demand to support informed and insightful business decisions across a global landscape. Yet, despite the increasing market complexity, most commercialization leaders... 
