Salesforce Effectiveness: Is the Decile Model Becoming Outmoded?


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Product Description

For years pharmaceutical sales teams have targeted physicians based solely on their prescribing volume. Technology advances, process enhancements, and new messaging formats are offering new and improved ways of accessing physicians. Can salesforce optimization technology become the magic bullet for lagging sales?
 ¬†¬†Pharmaceutical companies of all sizes are employing salesforce optimization procedures to aid their field forces, but not everyone agrees that technology is the cure-all for diminishing returns. Data-rich, real-time technology can give a competitive advantage to sales reps, but some experts report that adding technology to a salesforce optimization plan will not automatically lead to increased sales. The industry and its sales reps face many barriers that may impede the adoption and use of these technologies. Our Forum experts discuss how to meet these challenges and what trends and best practices they are experiencing in the area of salesforce optimization…

Improving Pharmaceutical Sales and Marketing Effectiveness
Sound Bites from the Field
Subbarao Jayanthi
, VP, Sales Practice, Campbell Alliance, Raleigh, N.C. For more information, visit
Todd MacLaughlan,Founder and CEO, Eclipse Pharmaceuticals, Far Hills, N.J. For more information, visit
Dave Mauro, Director of Domestic Sales of Cegedim Dendrite, Bedminster, N.J. For more information, visit
Paul Mignon, President and Chief Operating Officer of inVentiv Pharma Teams, Somerset, N.J. For more information, visit
Kari Seymour, VP, Training and Development, at VoxMedica Inc. Philadelphia, For more information, visit
PDMA Compliance and the Salesforce
The Service Model Experience
Help Wanted: Data Stewards

Thought Leaders

Mark Bard. President of Manhattan Research, New York; Manhattan Research conducts syndicated market research surveys among physicians and consumers. For more information, visit
Andrew Brana. Senior Global Consultant, Sales Performance Optimization, TNS Healthcare, New York; TNS Healthcare provides advanced market research consulting and custom advisory services to the worldwide pharmaceutical, biotech, and medical-device industries, as well as health-focused ad agencies, media and financial analysts. For more information, visit
Rick Keefer. Chief Operating Officer, Publicis Selling Solutions Group, Lawrenceville, N.J.; Publicis Selling Solutions Group offers a complete range of proven, results-based selling solutions. For more information, visit
Forrest King. Managing Partner, Juice Pharma Advertising, New York; Juice is a creative strategic advertising agency that provides highly disciplined and evidence-based solutions covering the complete spectrum of new media, Tablet PC, Web, and print. For more information, visit
Jim Mercante. Partner, TGaS Advisors, East Norriton, Pa.; TGaS Advisors provides pharmaceutical companies with customized information that enables them to evaluate their commercial operations against industry benchmarks. For more information, visit
Kent Stephan. CEO and Cofounder, Princeton Brand Econometrics, Princeton, N.J.; Princeton Brand Econometrics is a marketing engineering consultancy in the business of forecasting the impact of marketing actions by simulating the underlying process mathematically. For more information, visit
Mike Wexler. Founding Principal, Biltmore Technologies Inc., Chalfont, Pa.; Biltmore offers hosted business intelligence solutions and technology consulting to sales and marketing divisions of pharmaceutical and biotech companies. For more information, visit