Properly Running Rep Advisory Councils
Last week when I was taking my daughter to her friend’s house, I used ...
Crafting Highly Effective Incentive Compensation Plans for Your Sales Force
A fair and rewarding incentive compensation plan is an essential component of any successful ...
The Trouble with Sampling in the State of Ohio
Have you ever heard about Ohio’s Terminal Distributor of Dangerous Drugs (TDDD) licenses? Before ...
Shifting Away from the 4 P’s of Marketing
The 4 P’s of Product, Place, Price, and Promotion have been the mainstays of ...
The Cultural Divide Blocking the Non-Personal Promotion Gold Rush
With more hospitals and health systems blocking rep access, and fewer pharmaceutical sales representatives ...
Marketing and Sales Tactics that Need to Be Retired
Are pharma marketers and sales reps too reliant on using tactics simply because they ...
Bricks and Triangles: Managing Pharmaceutical Product Development Projects
Projects come in all shapes and sizes, from my simple weekend project to rebuild ...
Survey Provides Insight into How Managers Can Help Reps Exceed Sales Goals
Even as a 20+ year veteran in the sales industry, I often find myself ...
Do Free Meals Really Influence Which Drug Brands Physicians Prescribe?
The international controversy continues: Do drug company’s “bribe” doctors to prescribe their brands? Recent ...
