By Karl Tiedemann.
Managing the pharma sales force has always been challenging. Reps are spread out geographically, often far from corporate offices, preventing them from taking part in the on-site activities and face-to-face interactions that typically foster a connection to the company. In order to help the sales force achieve their primary goal — educating physicians — they require frequent training and constantly updated information on products, industry news and regulatory changes. Satisfying the information needs of this far-flung group is a challenge that is only exacerbated by reps’ daily schedule — they are on the road all day, then inundated with information and catch-up work when they login to their computer that evening. Read More