Too Much Material, Too Little Time
Contributed by David Kerr, President and Chief Operating Officer, NoInk Communications Inc.
With market share, revenue goals, and stock prices riding on the success of every new product launch, pharmaceutical companies invest substantial resources to equip their mobile sales teams with the information, training, tools, and support systems they need to be successful. Over the last decade these companies have experimented with increasingly sophisticated technologies. While management’s goal is to arm its sales professionals with all the resources, technical knowledge, and credibility of the entire organization, the end result is often an overwhelmed salesforce and disappointed physicians…