A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

Sales in the pharmaceutical industry has been a rigid and consistent business. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue.

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

Sales in the pharmaceutical industry has been a rigid and consistent business. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue. Just like any common pharmaceutical sales compensation plan, sales forces are compensated for educating their territory of physicians and gaining market share through filled and re-filled prescriptions.

Medical sales – tailoring sales to physician preferences – An STC Classic

Sales Training Connection

Personal preferences, communication styles, level of disease understanding, practice setting, local formulary control, disease specialty, and patient demographics, among others, shape the physician’s preferences for interaction. A Classic - '63 Corvette.

Winning the Social Media Engagement Contest

The ROI Guy

Industries found to have companies with the least overall social media engagement (on average) include: Energy; Utilities; Wholesale & Distribution; Pharmaceuticals; Healthcare; Chemicals; Professional Services / Service Providers. Alinean Research of Fortune 500 Level of Engagement on Twitter, Facebook and LinkedIn.