Sales Force Effectiveness Metrics More Important Than Ever in a Tough Market
Hans Nagl, Promotion Response Modelling Manager, Shire — a scheduled speaker at eyeforpharma’s upcoming Sales Force Effectiveness Europe 2009 summit March 3-5 — focuses on SFE metrics for Shire.
Thisarticle summarizes a recent discussion between eyeforpharma’s EditorLisa Roner and Nagl about how the current economy and changing pharmalandscape is impacting program effectiveness measures.
Topic headings include:
- Know Who You’re Talking To
- “Wholistic” Approach
- Lack of Skills is a Problem
- It Takes Sales Experience and Statistics
- Special MBAs Needed
- Take a Long-Term View
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Issue: Vol. 8, No. 2: February 2009
Word Count: 997