Bonuses for reps at GlaxoSmithKline will soon be based on customer feedback and adherence to company policy, not sales targets. The move promises to transform sales & marketing, but the company offered few details about how the plan will be implemented.
Outsourcing the sales representative function can help pharmaceutical companies build on their bottom line.
Pharma companies are starting to get back in the game with increased advertising spend in 2009. Do we have economic recovery to thank, or is there a deeper cause?
A new study indicates that doctors are no longer switching offices - largely due to current economic woes. What does this mean for sales reps? Pharm Exec interviews SK&A to find out more about its survey.
Improving communication means appealing to physicians' heads as well as their hearts.
In the wake of megamergers and healthcare reform, Pfizer and Merck both produce fairly positive first quarter results
Timely and accessible information can help break through the firewall of regulation.
The new world of mobile applications is sparking creative platforms for reaching consumers and physicians.
IMS Health reports a nice increase in prescription sales from 2008 to 2009, even with a recession in full swing. That said, numbers are still well below the historic sales of a few years back, and it's anyone's guess if they will reach that high again.
The number of consumers ditching their drugs at the pharmacy keeps climbing as the economy worsens.
Three ad agencies came up with two similarly designed ways of keeping track of online healthcare conversation, harnessing the power of social media sites like Twitter and Digg.
The faces and names behind the year's best pharmaceutical advertising.
The faces and names behind the year's best pharmaceutical advertising.
The faces and names behind the year's best pharmaceutical advertising.
The faces and names behind the year's best pharmaceutical advertising.
The faces and names behind the year's best pharmaceutical advertising.
The faces and names behind the year's best pharmaceutical advertising.
Pfizer's strategy to use Wyeth's drug pipeline to increase its sales has paid off as the drug giant announced that its fourth quarter earnings nearly doubled year-to-year. Too bad investors are running in fear of an ugly 2010 forecast.
Improving field force business planning requires managers to run each sales territory as if it is a self-contained business operation.
Sales compensation practices are due for an overhaul in 2010.
All eyes are on PatientsLikeMe's new epilepsy site. The social network is backed by UCB, but the pharma firm is taking a hands-off approach. Is this the future of pharma social media?
Pharm Exec's 2010 crystal ball reveals an industry in upheaval on many fronts. Is going back to the future the answer?
New tools are beig applied to make patient advocacy powerful and measurable.
The rules of the game have changed. While pharmaceutical executives have been busy trying to keep up with a radically shifting marketing landscape, technology has swept in and changed everything marketers held sacred.
With the fourth quarter quickly coming to a close, talks of job cuts are once again in the air. The first major layoffs could be coming at Sanofi-Aventis, which is rumored to be slashing up to 1,500 positions.
