Is the Decile Model Becoming Outmoded?
By Robin Robinson For years pharmaceutical sales teams have targeted physicians based solely on their prescribing volume. Technology advances, process enhancements, and new messaging formats are offering new and improved ways of accessing physicians. Can salesforce optimization technology become the magic bullet for lagging sales? Pharmaceutical companies of all sizes are employing salesforce optimization procedures to aid their field forces, but not everyone agrees that technology is the cure-all for diminishing returns. Data-rich, real-time technology can give a competitive advantage to sales reps, but some experts report that adding technology to a salesforce optimization plan will not automatically lead to increased sales. The industry and its sales reps face many barriers that may impede the adoption and use of these technologies. Our Forum experts discuss how to meet these challenges and what trends and best practices they are experiencing in the area of salesforce optimization..
