The Growing Importance of Sales Force Effectiveness For many years, Sales Force Effectiveness (SFE) has been an important subject of discussion among many pharmaceutical companies. That is because the largest costs for big pharma have to do not only with research and development for new therapies but mainly with sales and marketing. Undoubtedly between these […]
Coping with sales force attrition and its effects is a major challenge for many pharmaceutical companies in Greece and in Europe. Even in the face of recession effective sales reps move from one company to another in hopes of a better salary, improved work environment and better prospects. Of course professional reasons are not the […]
Time and again I meet with pharmaceutical sales reps who either because they don’t achieve their sales quotas or because they try to find new ways to improve their already high performance, ask me or their team leaders in what areas they need to improve, how can this improvement happen and if there are any […]
