Group director and practice leader, sales force effectiveness
Since 1999, Ron Brand has led IMS Consulting's sales force effectiveness practice. In this capacity, he has evolved and expanded the practice in several areas, including segmentation and targeting in both retail and non-retail settings.
As pharma sales forces grow and their productivity declines, the question on everyone's mind is, "Has the traditional detail lost its punch?" The answer is unequivocally no. The sales force is still the best medium for forging valued and trusted relationships with targeted physicians.