Tag Archives: sales force

Using Social Networks to Increase Sales

By Ben Comer | Published: May 8, 2012
Social networks existed long before Mark Zuckerberg came along. What hasn’t existed until recently are the tools, metrics and case studies necessary to understand how physicians influence each other within professional networks, and how these relationships can be used to change prescribing behavior.
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Sales Rep vs. eDetail: Consider the Practice Area

By Ben Comer | Published: January 18, 2012
Forget illegal immigrants, it is machines that are stealing American jobs. For some medical practice areas, however, digital details haven’t sufficiently stepped in where their human sales rep predecessors have stepped (or have been pushed) out, according to a survey of U.S. physicians.
Posted in Advertising, E-Media, Marketing, Sales, Strategy | Also tagged , | 2 Comments

GSK Reps Trade Sales Targets for Sales Competencies

By Ben Comer | Published: July 5, 2011
Last summer, GlaxoSmithKline announced plans to upend the pay structure for its US-based sales reps by removing incentives based on hard sales figures, or how many pills are sold. Instead of rewarding reps for the amount of product sold, GSK would begin rewarding reps for the quality of relationship they engender, the company said.
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Shrinks Like Latuda Over the Competition, Survey Finds

By Ben Comer | Published: May 11, 2011
Psychiatrists are more likely to recommend Sunovion Pharmaceuticals’ Latuda to colleagues than Merck’s Saphris or Novartis’ Fenapt, according to a DTW Marketing Research survey. All three drugs are atypical antipsychotics indicated for schizophrenia, and had US launches in late 2009 (Saphris), early 2010 (Fenapt) and February of this year (Latuda). Latuda, however, appears to be gaining [...]
Posted in Advertising, Marketing, Sales, Strategy, patient compliance | Also tagged | 3 Comments

Lilly Sales Force Buyouts Revealed

By George Koroneos | Published: August 5, 2009
Image via Wikipedia Lilly, on Tuesday, announced that it will offer 4,000 sales reps a buyout in hopes of reducing its sales force by 300 before year’s end. According to a Lilly spokesperson, this is a voluntary exit program for eligible sales force professionals in its diabetes, neuroscience, and osteoporosis business units. Reps have the opportunity [...]
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