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Pressed Into Action: Measuring Pharma’s Reputation ReversalStudy analyzes mainstream media coverage of the industry before and after the COVID-19 lockdown.
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More Than a Game of Keep AwayIndustry self-policing may be the only way to stop state Legislators who want to ban sales Reps, and even whole companies, from using Prescribing information.
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Special Report: Platform Drugs—Marketing Your OpportunitiesTracking business by indication is critical for evaluating market performance and making accurate resource allocations
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The Diversity Dearth in PharmaWhy the industry needs more women in senior management roles-and the three strategies to get there.
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If It Walks Like a DuckDietary supplements function like drugs and are marketed like drugs. They should be regulated like ducks.
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Sewing Up New SalesMore than high-call frequency will be necessary to succeed in an increasingly competitive sales environment.
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Closing the Digital Gap: FDA’s Oversight of Social MediaThe parameters governing pharma promotional speech in digital and social media have struggled to keep pace with the rapidly evolving healthcare communications landscape. How can FDA play catch-up in advancing an agenda more reflective of industry and patient needs?
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Medicare Part D: D for Doomed?As seniors become frustrated and Part D enrollment lags, drug benefit plans cannot grow fast enough to manage risk. Some leave the market, and others cut benefits.
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Medicare Part D: D for Doomed?As seniors become frustrated and Part D enrollment lags, drug benefit plans cannot grow fast enough to manage risk. Some leave the market, and others cut benefits.
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Marketing to Professionals: Savvy StrategistsThese "guns for hire" bring the science and marketing savvy that clients need, often with in-depth category experience, but without the commitment and cost associated with hiring a full-time employee.
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Vaccines: Market on the ReboundMergers have cut the field of companies with real marketing and manufacturing muscle from 25 to five. The 2004 vaccine market will double by 2009.
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Anticipating Digital Transformation of the Drug Development WorkforceThe drug development sector is embracing technologies and digital methods that were previously not as widely used due to the COVID-19 global health crisis.
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PE's Annual Sales and Marketing Employment Survey: The Big SqueezeIn 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.
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A Fresh Look at Co-morbidityAs americans age, they are likely to suffer from more than one chronic condition at a time. So as the country's population grays, the rate at which patients presenting co-morbid indications will increase, as will the absolute number of patients whose treatment must be adjusted for more than one disease. These are not surprising facts, but they deserve careful consideration by pharma manufacturers and marketers.
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Marketing to Professionals: Key Opinion ControlMarketing effectively to physicians in today's pharmaceutical industry is more important than ever. No longer can companies rely solely on DTC and sales force efforts to increase drug and therapeutics revenue.
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What Does It Take to be a Global Leader in TrainingOur goal is competency-based training that has a solid business need, sound instructional design based on adult-learning principles, and metrics that can capture, evaluate, and track what we do. We want a blended-learning approach that can be delivered over the Web, on CD-ROM, or on paper.
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Unleash the TabletsSome reps take to tablet PCs like ducks to water, while others wait for them to become the gold standard. Good training can put everyone on the same page.
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Unleash the TabletsSome reps take to tablet PCs like ducks to water, while others wait for them to become the gold standard. Good training can put everyone on the same page.
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Pharm Exec 50: Growth from the Bottom UpMore consolidation didn't boost sales at the top, but a handful of nimble newcomers posted impressive growth on the other end of the curve.
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Nobody Does it BetterIf you work for a company that isn't interested in increasing sales across your portfolio, don't read this article. Otherwise, you'll learn that your district managers (DM) are the keys to doing just that. DMs select and hire new sales reps, guide product knowledge, develop selling skills, provide feedback, and take action to turn around or terminate poor performers. The average industry DM is responsible for generating tens of millions of dollars in sales through his or her teams. But, only 45 percent of industry DMs achieve their sales goals. Companies that succeed in raising the overall effectiveness of their DMs will create sustainable competitive advantage.
