Length Of Pharma Sales Rep Visit Falls To 90 Seconds

Main Category: Pharma Industry / Biotech Industry
Article Date: 11 Oct 2007 - 2:00 PDT

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Whilst the Pharma industry is showing an 8% growth year on year, the sector is under more and more competitive pressure, particularly in sales, to maintain this rate. The challenges for Pharma sales forces have become more acute than ever in how to bring increased ROI. These challenges will be the main focus for the forthcoming eyeforpharma's Sales Force Effectiveness USA, which will take place in Philadelphia, November 12th 2007.

Eye for Pharma are world renowned for providing business information and conferences for the Pharma Industry and are bringing together over 300 pharma experts from around the globe and a wealth of new research to make the Summit one of the most eagerly awaited events of the year.

New statistics reveal that most of the positive factors come from the effects of Medicare Part D , generics and the biotech sector. Over the last 10 years there has been there has been almost twice as much money ploughed into sales than for R&D and yet currently 90% of the revenues come from products that have been in the market for over 5 years and sales force visits on average last no longer than 90 seconds.

It is therefore essential for pharma sales forces to get new strategies in place to find solutions for these challenges and the Sales Force Excellence Summit has previously been the catalyst for choosing the most effective and efficient sales force deployment, including sizing, for the product portfolio - and also sales effectiveness- creating the right processes and coaching climate to maximize sales force productivity. The summit is designed to provide a complete and thorough analysis for any pharma executive to increase sales force effectiveness through the following modules.

-- Implementation and execution of SFE strategies that will achieve sustainable ROI

-- Sales force sizing and deployment - territory alignment

-- Interpreting and analyzing impact of longitudinal and patient level data on SFE - Improving usage OF Rx data

-- Performance measurement: Incentive plans/compensation schemes

-- Training and Development: Improving sales techniques, recruiting star performers, retaining key reps

-- Analytics and sales reporting - how marketing analytics can help with true CRM

-- Targeting and segmentation - effective tools to better profile key prescribers

-- Sales Accountability and measurement

-- Selling Effectively in US managed care system

For more information visit:
www.eyeforpharma.com/salesusa07/index.shtml

About eyeforpharma

eyeforpharma is a global pharmaceutical business strategy information provider with a highly reputable and worldwide presence in the Pharma industry. It is renowned for producing top level conferences that attract the highest level of speakers to deliver presentations on cutting edge pharmaceutical business strategies. We provide business intelligence and analysis online at http://www.eyeforpharma.com and through an email briefing twice a month. eyeforpharma also has a very strong foothold in the European, US and Japanese markets.

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