Winning strategies for sales effectiveness: not just bigger, but smarter

Companies that will bring tomorrow’s successful therapies to market will have received commercial input to clinical trial design early on in the drug development process.

By Editor on May 27, 2004

Companies that will bring tomorrow's successful therapies to market will have received commercial input to clinical trial design early on in the drug development process. They will have uncovered the unmet and/or latent needs of their key patient, physician, and payer segments long before launch. They will be striving to maximize the return to their sales and marketing efforts at every point in the product life-cycle.

The winners will not tolerate waste; they will go to great lengths to allocate their resources optimally in order to drive profits. Maybe the most striking example of this will come from physician detailing practices. Successful sales organizations are already learning how to accurately measure physicians's promotional response, and continuously target their detailing efforts against the most responsive physicians.

The Michael Allen Company, a sponsor and participant in the upcoming eyeforpharma Sales Force Effectiveness USA 2004 conference, understands the sales effectiveness challenges pharma companies face today and will have to meet in the years ahead.

To view a white paper about CIPR, a ground-breaking sales promotion response measurement and optimization technique developed by the Michael Allen Company, please click here