3 Steps to Fair Employee Reward in Pharma

For pharma companies, an incentive can mean higher sales and a more motivated sales force. Typically decision makers take into consideration several metrics to calculate the compensation, like general sales against the target, product knowledge followed by the subjective judgment of sales managers, product mix and strike rate. However, revealing those metrics takes time as they undergo double visits, cluttered … Read More

Managing Medical Sales Rep Activities

Managing and motivating your sales team activities is a crucial part of the success in any business. Sales representatives are the fuel that drives an organization, but the leaders have the ability to control the steering wheel for them to drive in the right direction when given the sufficient data and key metrics from the field activity.  According to Vantage … Read More

Optimal Sales Territory Coverage

Optimal territory design helps companies to balance workload, but it is also one of the hardest and most vital practices faced in Pharma Industry, yet the majority of the organizations face common challenges

Turnover in Pharma: Revealing the Price Tag

When a medical representative leaves the company he doesn’t only take institutional knowledge with him, but his retinotopic intelligence, customer relationships, sales territory intelligence that he has built while working there. Resulting in colossal amounts of knowledge leaving a company. But how does that influence a company’s bottom line? What are the consequences to that “memory loss”? According to Panopto’s … Read More