Comments on: More than pushing pills: Pharma to refocus salesforce http://www.pharmafield.co.uk/blog/index.php/2009/08/more-than-pushing-pills-pharma-to-refocus-salesforce/ Pharmaceutical Field Blog Mon, 28 Jun 2010 13:14:40 +0100 http://wordpress.org/?v=2.8.4 hourly 1 By: Brendan Kerr http://www.pharmafield.co.uk/blog/index.php/2009/08/more-than-pushing-pills-pharma-to-refocus-salesforce/comment-page-1/#comment-1780 Brendan Kerr Thu, 18 Feb 2010 20:56:16 +0000 http://www.pharmafield.co.uk/blog/index.php/2009/08/more-than-pushing-pills-pharma-to-refocus-salesforce/#comment-1780 In a time before multiple sales forces were the norm and before linear additions based on a sales multiplier (i.e. add a sales force member to achieve double sales growth) were the norm, the best representatives were conscientious and knowledgeable partners rather than purely focused on sales. It is sad that the industry trained and subsequently found itself unable to utilise the skills and experience of many good reps pushed out when the formula for success was based on a numbers game as opposed to quality. I was once told that Quality x Quantity is a constant and perhaps this formula is re balancing towards quality. I hope that all those now redundant previous sales people employed promoting best medical practice by communicating and targeting key innovations can achieve their full potential in other their careers. Yours sincerely Brendan Kerr Natural Living Assets In a time before multiple sales forces were the norm and before linear additions based on a sales multiplier (i.e. add a sales force member to achieve double sales growth) were the norm, the best representatives were conscientious and knowledgeable partners rather than purely focused on sales. It is sad that the industry trained and subsequently found itself unable to utilise the skills and experience of many good reps pushed out when the formula for success was based on a numbers game as opposed to quality. I was once told that Quality x Quantity is a constant and perhaps this formula is re balancing towards quality. I hope that all those now redundant previous sales people employed promoting best medical practice by communicating and targeting key innovations can achieve their full potential in other their careers.

Yours sincerely

Brendan Kerr
Natural Living Assets

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