Sales Management: Spending Under Scrutiny - Pharmaceutical Executive

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Sales Management: Spending Under Scrutiny
State compliance mandates are forcing pharma to better manage its sales spend.


Pharmaceutical Executive


Some technologies even allow for all transactions to be categorized into a customized Web portal, eliminating much of the time, effort, and delay associated with planning meetings. This helps to reduce reps' administrative load so they can focus their time on selling tactics.

Ultimately, companies will have to develop a method of meeting the data consolidation requirements of the emerging state-by-state compliance-related laws. For years, pharma has struggled to capture and maintain good data. Now, with the changing compliance laws, pharma has a real impetus to solve its longstanding problem of collecting incomplete or delayed data.

People IMS Health promoted Gilles V.J. Pajot to executive vice president and president of global business management. Kevin Knightly was promoted to president of Europe, Middle East, and Africa. // PreferredTime chose Sean Boudreault as direct sales account manager. // Interbrand Wood Healthcare hired Beatrice Ellerin as managing director of its brand research business and Wes Wilkes as managing director of healthcare strategy. // Todd A. Joron joined Perceptive Informatics as corporate vice president and general manager. // Dendrite International named Jeff Bairstow executive vice president and chief financial officer. // Richard Parker became senior vice president of finance and operations at Advanced HealthMedia.

Jeff Brady is president of Advanced Health Media. He can be reached at


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