Article Excerpt

As the health care market has evolved, the pressure to change the pharmaceutical selling model has increased as well. As part of those changes, the design and maintenance of pharmaceutical selling organizations has become critical to ensure long-term sales success.

Today's sales environment only faintly resembles the environment of just a few years ago. The pharmaceutical industry has new customers with new agendas, increased pricing and prescribing pressures and maturing product portfolios. The linear, high-frequency sales approach that worked extremely well for years is becoming obsolescent amid the massive changes in the health care environment.

So if commercial sales models must change for the pharmaceutical industry, how should they be designed? ...

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About the Authors

Chris Morgan is a Principal with ZS Associates based in London and Frankfurt.