Articles by Bob Davenport - Pharmaceutical Executive

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Articles by Bob Davenport

Sales Slip

Even before Pfizer blinked, companies were asking, "What ails sales?" In this annual survey, 50-plus pharmas and biotechs answer the hard questions about reps' productivity, profitability, and what to do about it.
Jan 1, 2007

One fortunate consequence of a slower job market is that tenure levels are increasing: 80 percent of sales managers now have at least two years experience under their belt.

Sales Force Survey

Base pay is up and incentives are easier to earn as pharma tries to hang onto top performers and attract new talent.
Jan 1, 2006

Big Pharma's hiring slowdown is not translating into a growing demand for contract sales organizations.

In Sales We Trust

The survey reveals a shift toward sales volume—and away from training and competencies—as performance metrics.
Jan 1, 2005

The average salary for all levels of pharmaceutical reps is $62,400 with another $19,300 in cash bonuses, up from a base salary of $53,800 in 2001.

PE's Annual Sales and Marketing Employment Survey: The Big Squeeze

Sales forces are still growing, says a new survey. compensation is up. But incentive pay has been shrinking.
Jan 1, 2004

In spite of pharmaceutical employers' best intentions to the contrary, sales rep compensation is being squeezed in a vise that is gradually narrowing the gaps between what top, average, and bottom performers are earning. According to the Hay Group's Pharmaceutical Sales Force Effectiveness Study, co-sponsored by Pharmaceutical Executive, reps in the 90th percentile are earning just 40 percent more than the average performer. This is not to suggest that reps aren't being paid handsomely (they are), but that the pay-for-performance model is showing signs of weakness.

When Will the Bubble Burst?

Despite a struggling economy, Pharma companies continue to raise the rewards for sales reps and product managers.
Jan 1, 2003

Years ago, a cereal maker ran a commercial in which children who'd eaten oatmeal for breakfast floated to school, snug in a protective bubble of warmth. Today, the same imagery comes to mind with respect to the country's 85,000 pharmaceutical salespeople.

Money Can't Buy Love: Annual Sales and Marketing Employment Survey

Mar 1, 2002

Last year's average turnover among general physician sales reps was 19 percent-up 2 percent from 2000-making retention the number one human resource issue for pharmaceutical companies today. Industry employers are discovering that despite all the resources

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