The Sales Force of the Future


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Of all the factors that will influence how sales reps perform their jobs tomorrow, experts outline training, specialty roles, and social media as the top three that will most influence the size, strategies, and success of sales forces in the future.

Training is Crucial
As new skill sets become necessary, training will become more crucial than ever. The old sales model that entailed adding more reps to increase sales is long gone, which means the reps of the future must be better trained and have more skill sets than ever before.
“More people will not translate into better sales results,” says Joseph Regan, VP, U.S. sales, at Millennium. “We will need to understand and adapt to the emerging needs of the market, which in turn will require us to redefine and sharpen the skill sets of our…

Factors Impacting Sales Forces of Today and Tomorrow

Karla Anderson
. Partner and Principal, Pharmaceutical & Life Sciences Advisory Practice, PricewaterhouseCoopers, which focuses on audit and assurance, tax, and advisory services in 16 key industries and provides targeted services that include — but are not limited to — human resources, deals, forensics, and consulting services. For more information, visit
Greg Barrett. VP Marketing, Daiichi Sankyo Inc., a member of the Daiichi Sankyo Group, is dedicated to the creation and supply of innovative pharmaceutical products to address the diversified, unmet medical needs of patients in both mature and emerging markets. For more information, visit
Dan Bobear. Executive VP, Managing Director of Client Service, Palio, a full-spectrum advertising and communications agency. For more information, visit
Sydney Clark. VP, Practice Leader, Commercial Effectiveness, IMS Health offers market intelligence products and services. For more information, visit, or e-mail
Jane H. Hollingsworth. CEO, NuPathe is a specialty pharmaceutical company focused on the development and
commercialization of branded therapeutics for diseases of the central nervous system, including neurological and psychiatric disorders. For more information, visit
Nicholas Landekic. President and CEO, PolyMedix Inc. is developing novel, first-in-class therapies for serious, life-threatening, acute disorders. For more information, visit
Richard P. Micali. Senior VP, Sales Services, PDI provides commercialization services for established and emerging
biopharmaceutical companies. For more information, visit
Frank X. Powers. President, Dudnyk is an independently owned, multichannel branding, medical marketing, and ­advertising agency. For more information, visit, or e-mail
Joseph Regan. VP, US Sales, Millennium: The Takeda Oncology Company is focused exclusively in oncology to improve the treatment of cancer around the world. For more information, visit
Mark Samuel. Managing Partner, HealthAnswers Education, Sudler & Hennessey is a global healthcare marketing and communications organization. For more information, visit
Dean Tozer. Senior VP, Advanced BioHealing Inc. develops and commercializes living cell therapies that repair damaged human tissue and enable the body to heal itself. For more information, visit
John M. White. R.Ph. Director, Medical Science Liaisons, The Medical Affairs Company (TMAC) is a provider of
strategically aligned and customized MSL programs. For more information, visit