Author | Bob Davenport

Articles

Sales Slip

January 01, 2007

Pharmaceutical Executive

Article

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

January 01, 2006

Pharmaceutical Executive

Article

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

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

January 01, 2004

Pharmaceutical Executive

Article

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?

January 01, 2003

Pharmaceutical Executive

Article

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.