Podcast: Benchmarking pharma sales force effectiveness

Marty Nicholas, founder of Blackdot consultancy, on the business imperative for dynamic pharma sales models

By Andrew Tolve on Jun 3, 2011

Download The Audio File Here

In the midst of unprecedented industry upheaval, pharma executives find themselves in a precarious position: They must continue to get execution right today while simultaneously reinventing their organizations for tomorrow.

In this podcast, Marty Nicholas discusses how pharma leaders can gain valuable insights from other industries and explores how evolving from a linear, prescriptive sales model to a more fluid, dynamic one is a key to future success.

Nicholas has more than 20 years of experience in financial services, IT, telecommunications, and fast-moving consumer goods.

In 2001 he founded Blackdot, a consultancy that specializes in benchmarking sales force effectiveness across industries.

To learn more about Blackdot’s universal benchmark for high-performing sales teams, watch this video.

For more on improving sales force effectiveness, join the sector’s other key players at Sales & Marketing Excellence Brazil (June 15-16 in São Paulo), Customer Centric Marketing (June 27-28 in Philadelphia), 6th Annual Sales Force Effectiveness (July 27-28 in Tokyo), Key Account Management (KAM) USA (September 13-14 in Philadelphia), and the 11th annual Marketing Europe in November.