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A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

Sales in the pharmaceutical industry has been a rigid and consistent business. For example, Corporate Integrity Agreements (CIAs) were implemented by the DoJ as a way to curtail off-label drug promotion which forced companies to ensure their sales incentives encouraged proper compliance. Share your thoughts in the comments below!

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A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

Sales in the pharmaceutical industry has been a rigid and consistent business. For example, Corporate Integrity Agreements (CIAs) were implemented by the DoJ as a way to curtail off-label drug promotion which forced companies to ensure their sales incentives encouraged proper compliance. Share your thoughts in the comments below!

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5 Steps to Leading a Sales Force Restructuring

Steven Rosen

Promote and Communicate Positivity: You need to exude optimism and a “can do” attitude regarding the transition. Promote optimism and positive thinking in all your communications. These are turbulent times in the pharmaceutical industry, and sales leadership is the critical factor for managing success and thriving.

Lead Rank 156
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Key metrics can help gauge progress

Sales and Marketing Management

Emotional – stress polls and energy audits, mental health-related claims, absenteeism rates, employee assistance programs usage rates, pharmaceutical usage. Career – engagement survey results, turnover rates, employee referrals, number of employees taking advantage of professional development opportunities, rate of internal promotions.

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When it’s OK to give a customer a gift – and when it’s not

Selling Essentials RapidLearning Center

Reciprocity kicks in In one study , researchers looked at the prescribing patterns of several thousand American doctors who had accepted modest lunches from pharmaceutical reps. Even though the lunches cost only between $12 and $18, these doctors were up to twice as likely to prescribe the drugs that the reps were promoting.

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Medical sales – grabbing physician attention – An STC Classic

Sales Training Connection

Cornering a doc and spewing a quick pitch of products features and benefits – a strategy still promoted in some quarters – rarely will work. Underpinning all of them is the central concern – time. So what do you do?

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What is Spam? The Truth About Unsolicited and Cold Email

Zoominfo

Spam refers to those impersonal solicitations for pharmaceuticals, weight loss products, or investment opportunities. The Act applies to “any electronic mail message the primary purpose of which is the commercial advertisement or promotion of a commercial product or service.”. But is Spam Legal? Opt-Out Method.