Navigation Links
New Report Examines Pharmaceutical Sales Force Effectiveness
Date:7/6/2008

- Eularis Challenges Pharma Industry: Are You Measuring the Wrong Things? -

LONDON and TOKYO, July 6 /PRNewswire/ -- With the ever-increasing pressure to ensure maximum return on investment, sales force effectiveness is becoming a high priority in the global pharmaceutical industry. Reports have shown that while sales forces represent the largest spend in pharma sales and marketing, return on this investment has declined sharply in recent years. To address this alarming issue, Eularis announces today the availability of its new report, "Pharmaceutical Sales Force Effectiveness Metrics: Are You Measuring the Wrong Things?"

Written for CEOs, marketing executives and sales executives, this comprehensive research project examines market data and case studies and reports the startling discovery that the very metrics currently being used to assess sales force effectiveness are in fact the ones causing its decline. Focusing on the pharmaceutical industries in the United States, Europe and Japan, the report dissects these current metrics and their limitations, and then offers updated metrics that can help solve the declining effectiveness crisis.

"A pharmaceutical organization's spending on sales force is second only to research and development. Better metrics must be used to measure both the effectiveness and financial impact of this very significant budget element because the current measurements used by most top pharma today actually contribute to the decline in effectiveness of the field force," commented the author of the report, Dr. Andree K. Bates, president of Eularis.

Traditional pharmaceutical organizations are rigorously tracking and managing sales activity, but still falling short. Data emerging from the research concludes that current metrics are more focused on efficiencies rather than effectiveness -- and do so to their own detriment.
The report also identifies core issues at play in SFE, such as:

-- Why sales call frequency metrics are deeply flawed

-- What impact the marketing message has on the customer during the detail

-- Which SFE issues vary by region

-- How to target the right audiences

-- How to incorporate appropriate influencing behaviors into SFE programs

The report discusses appropriate tactics to solve these problems, and demonstrates implementation methods and issues. Sales force effectiveness is a difficult concept to measure, but doing so can push pharmaceutical companies past today's hurdles and into increased productivity and sales.

"Implementing new sales force effectiveness metrics that actually improve effectiveness, and navigating the tricky paths of assessment, changing behaviors, and incorporating eDetailing and CRM systems can be challenging, but it doesn't have to be if you're measuring the right things. Cutting-edge pharmaceutical marketers are turning to appropriate analytics to play an important role in ensuring change is on the right path," closed Bates.

Bates has gained wide recognition within the international pharmaceutical industry for her expertise in marketing return analysis. In addition to this and other must-have reports for pharmaceutical industry marketers, she has authored many articles in peer-reviewed journals and several chapters in books on pharmaceutical analytics.

To purchase the Eularis report, "Pharmaceutical Sales Force Effectiveness Metrics: Are You Measuring the Wrong Things?" visit: http://www.pharmaindustrysfe.com/ or http://www.eularis.com/japanese/marketing-excellence/market-reports.asp

About Eularis

Eularis provides sophisticated pharmaceutical analytics that provide data-driven insight into the financial impact of corporate and marketing decisions. Unlike traditional analytics approaches which are lengthy and whose reliance on historical or analogue data reduces their accuracy, Eularis' proprietary 94.8 Analytics Process is based on the current market situation. This proven approach helps pharmaceutical marketing teams to quickly plan, measure, validate, and optimize their sales and marketing performance. Eularis offers pre-launch analytics, marketing mix modeling (both professional and consumer), portfolio optimization, sales force effectiveness, managed care analytics, and patient compliance solutions. Co-headquartered in London and New York City, the company has developed significant experience in the global pharmaceutical market through client engagements globally (including Japan and Asia Pacific) with AstraZeneca, GlaxoSmithKline, Merck, Pfizer and many others. For more information about Eularis, visit http://www.eularis.com.

*(LOGO LINK: Send2Press.com/mediaboom/08-0630-Eularis_72dpi.jpg)

This release was issued on behalf of the above organization by Send2Press(R), a unit of Neotrope(R). http://www.Send2Press.com


'/>"/>
SOURCE Eularis
Copyright©2008 PR Newswire.
All rights reserved

Related medicine news :

1. Virginia Tech Report Has National Importance
2. New Study Reports High Injury Rates for Hotel Workers, Even Higher Rates for Women and Nonwhites
3. GAO Report Confirms: Medicare Underpays for Anesthesia Services; Nurse Anesthetists Assure Seniors Access to Safe Anesthesia Care
4. Haemacure Reports Third Quarter 2007 Results
5. Report on patients access to cancer drugs uses flawed methods to reached flawed conclusions
6. Biotech Finishes on a High in August, Burrill Report Says
7. First-Ever List of the 5,000 Fastest-Growing Businesses Reports Total Revenue of $194.5 Billion
8. Consumer Reports Analysis: Drugs for Nerve Pain, Fibromyalgia Effective, But Not Always Best
9. MDS Reports Third Quarter 2007 Results
10. First New York/New Jersey Health Care Report Card Released
11. Authentidate Holding Corp. to Report Fourth Quarter and Fiscal 2007 Year End Results on Thursday, September 13, 2007
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:2/10/2016)... ... ... LaserShip, a regional parcel carrier that services the eastern U.S., donated and delivered ... order to aid in the Flint water crisis. In 2014, LaserShip acquired Prestige Delivery ... only 15 miles away from Flint. , “We have deep roots in the local ...
(Date:2/10/2016)... (PRWEB) , ... February 10, 2016 , ... As part ... two webinars in February 2016. Each webinar features a dynamic expert and thoughtful ... benefit their athletes, patients and facilities. Both events are free to attend, but ...
(Date:2/10/2016)... ... February 10, 2016 , ... The Wickman ... created to assist the local community. Pledging to select a new beneficiary every ... in the area. Their goal is to bring community awareness to important local ...
(Date:2/10/2016)... Thornton, CO (PRWEB) , ... February 10, 2016 , ... ... to announce the practice is now accepting new dental patients and families in the ... expect exceptional dental care services from cleanings to cosmetic dentistry, and all in the ...
(Date:2/10/2016)... ... ... Gout is like no other joint pain. It strikes suddenly, like flicking on ... redness. It is triggered by the crystallization of uric acid within the joints. It ... to the February 2016 issue of Harvard Men's Health Watch. , The large joint ...
Breaking Medicine News(10 mins):
(Date:2/10/2016)... 2016 Mylan N.V. (NASDAQ, TASE: MYL) today ... ended December 31, 2015. --> ... total revenues of $9.45 billion, up 28% on a ... revenues of $9.43 billion. Excluding the impact of the ... branded generics business (the "EPD Business"), full year adjusted ...
(Date:2/10/2016)... 10, 2016 CSI Specialty Group (CSI) expanded ... of the Specialty Pharmacy Podcast. A free, weekly show, ... providing real-world education, discussion and context amongst specialty pharmacy ... --> The Specialty Pharmacy Podcast, hosted ... Specialty Group Suzette DiMascio, CHE, CMCE, CPC, is available ...
(Date:2/10/2016)... , Feb. 10, 2016 Urologix, the ... the treatment of Benign Prostatic Hyperplasia (BPH), announces new ... Ash Keswani , a medical device industry veteran of ... the Limited Liability Company.  Plymouth, ... service lines, Cooled ThermoTherapy™ and Prostiva® RF Therapy, will ...
Breaking Medicine Technology: