Clear differences between emerging and more mature markets in pharma sales force levels

Achieving the right pharmaceutical sales force structure and size are more important than ever in this highly competitive and dynamic environment. Christopher Wooden, vice president for the Cegedim Strategic Data (CSD) Global Promotion Audit observes: "Effective sales force strategy and sizing are essential to achieving brand penetration and competitive share of voice. In mature markets, we see the challenge of ‘right sizing’ and it requires on demand data driven assessment to help optimize constrained resources.”

Meanwhile, he adds, “in emerging markets there is another immediate challenge - building scalable sales force structure with the flexibility to expand and drive growth while simultaneously monitoring and improving call quality and effectiveness. We believe our Sales Force Excellence service is offering the right data resources to help meet these challenges."

Some recent highlights from CSD Sales Force Excellence: