Sales Force Effectiveness Resource Optimisation
Market pressures are calling into question the validity of traditional sales optimization strategies built around prescribing volume, frequent sampling and increasing numbers of reps.
As the industry reaches the point of diminishing returns for sales force sizes, new models are needed that reflect a much deeper understanding of key prescribing stakeholders. Using powerful segmentation and optimization business intelligence, IMS is working with clients to develop customer centric strategies that deliver the optimal profit by brand or portfolio.
Dr Sati Sian, Global General Manager, Sales Force Effectiveness, IMS explains more and considers some concepts for the future of sales force structures.