Faced with stagnant sales force growth and the prevalence of increased co-payments, generic substitution, and patent expirations, pharmaceutical companies today are experiencing an increased number of sales management challenges.
In today's competitive and increasingly specialized oncology market, brand managers are forced to look beyond the traditional primary care physician-detailing paradigm to effectively identify and address the many factors impacting brand market share. New selling strategies and tactics are required to reach decision makers and deliver the key promotional messages that ensure oncology brand adoption and continued use. In response, the IMS Sales Force Effectiveness business area provides our customers in the oncology market with innovative solutions to enhance market share and revenue potential using our unique combinations of sales, prescription and/or treatment pattern intelligence, easy-to-use access tools, intuitive applications and an array of consulting services.
IMS provides answers to critical sales management business issues with integrated insights and offerings that are focused on key sales force issues:
Our objective is to provide independent insights that help make answering these and other tough questions much easier. IMS quickly responds with the resources, expertise and intelligence to uncover the real issues and recommend a sound course of action. Using a total solutions approach, IMS Sales Force Effectiveness drives smart business decisions, shapes sales management and marketing strategies, and provides in-depth intelligence that supports the planning, development and execution of critical business processes, including:
- Segmentation and profiling
- Sales force sizing and deployment
- Performance assessment and compensation
- Territory management