Article Excerpt

It sounds like an obvious way to do business: Eliminate up to 20% of sales costs, save tens of millions of dollars and increase sales.

For the pharmaceutical industry, that scenario sounds fanciful at best. Yet it is a reality—through a sales approach called differential resourcing, U.S. pharmaceutical companies can actually cut $3 billion to $4 billion in annual sales force costs while boosting sales.

Differential resourcing brings flexibility to the sales model and allocates resources better than current approaches, allowing pharmaceutical companies to replace their one-size-fits-all approach with a dynamic model that best matches resources with opportunities, and in the process, improve efficiency and sales results. ...

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About the Author

Chris Wright is a Principal with ZS Associates.