Sales Force of the Future

| Point de vue

Transform your sales force to improve stakeholder intimacy and interactions

Numerous challenges are causing pharmaceutical companies to reassess their commercial operations. Profit margins are under pressure from multiple factors—from increased regulatory requirements with higher costs for compliance to more complex channel structures with increased costs of access. A backlash against the industry’s sales force model has resulted in decreased time with physicians, while payers and patients now have greater influence on the products used. The traditional sales force model is not equipped to meet developing industry complexities. This white paper explores the concept of the Sales Force of the Future (SFF) in pharma. This model is designed around critical stakeholder interactions and key elements of customer-centricity, including a deeper understanding of customer needs, flexible regional structures and broad skill sets, and an optimized mix of channels and technology enablers