Timing is everything. But when is it right? As pharma begins to confront the looming issue of sales-force downsizing, execs should keep an eye on six factors that can help answer that very question.
Mar 1, 2007
For several decades, conventional wisdom in the pharmaceutical industry has held that a large sales force is the key to commercial success. However, in recent years, a number of warning signs have emerged about the effectiveness and long-term viability of this expensive asset. While few are saying it publicly, a number of pharma executives are now exploring the possibility that it could be only a matter of time before the industry's dependence on personal selling comes to an end.