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Feb 1, 2012
By:
Ian Wilcox, Carrie Fisher, Matt Gurin
In the global battle for market share, the ability to adapt and mobilize your human assets around a responsive commercial model is a key variable of success.
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The Hay Group's 9th Annual Sales Force Survey points to sprouting opportunities amid the harsh soil of pharma's "rightsizing"
Jan 1, 2009
By:
Carrie Fisher
The headlines are about layoffs, but some segments of pharma are still hiring. Pay, meanwhile, tightens.
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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
By:
Bob Davenport, Carrie Fisher, Erin Rosner
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.
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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
By:
Bob Davenport, Carrie Fisher
Big Pharma's hiring slowdown is not translating into a growing demand for contract sales organizations.
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