The cost of pharmaceutical selling is substantial, accounting for up to 40 percent of all promotional spending.  Faced with fierce competition, sales organizations are continually challenged to do more with less.  Yet, driving substantial performance is not about increasing or decreasing the number of sales reps. Rather, it’s about focusing sales efforts on delivering the right messages to the right customers at the right time.

To do that, IMS has developed tools that can assess a sales force's contribution to overall business growth. Together with IMS's strategic consulting services, these tools can more easily identify territories with the highest business potential, determine the most appropriate sales call frequency and prescriber messages, and establish the optimum product mix relative to resources.

For example, IMS Sales Strategy Evaluator^TM  uses prescription data collected directly from pharmacies as its evidence base. This powerful data can help marketers identify brands that meet the greatest need and determine what types of promotional efforts will maximize communication with prescribers and minimize wasted effort.

In addition, this data can be used to analyze prescribing patterns of known groups of general practitioners, helping to establish optimum contact rates and sales force size.

	To learn more about how IMS can help your company, contact us. For regional contact information, click here.

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