How do we ensure future success and a long life for our salesforces? Asks Roy Carlisle of PharmaSolutions.
Last time we discussed how, in Arthur Miller’s Pulitzer Prize winning play ‘Death of a Salesman,’ Willy Loman was the failing salesman who wouldn’t move with the times. If Willy’s attitude could be a metaphor for some out-of-date practices in certain pharmaceutical salesforces, then one key conclusion is that future salesforce structures and roles may need to change. This may require increasingly sophisticated representatives, and more focus will need to be paid to best practice field management of such skills.