Sales Strategy & Operations

Prescribing decisions in the institutional setting differ considerably from the retail setting. As noted in the figure below, HCPs are influenced by several parties, both internal and ...

Continuing our blog series examining a ‘year in the life’ of Sales Strategy and Operations. This time of the year (late spring, early summer) marks the classic sales force sizing season. ...

Continuing our blog series examining a ‘year in the life’ of Sales Strategy and Operations. This time of the year (late spring, early summer) marks the classic sales force sizing season. ...

Day of Reckoning: “the time when one is called to account for one's actions, to pay one's debts, or to fulfill one's promises or obligations.”

Recall that this blog series focuses on Sales Operations, and hence the sales force. However, one cannot consider the sales force in isolation. Over the past several decades, we have ...

Welcome to Axtria’s blog series on sales strategy and operations. This series will examine a ‘year in the life’ of sales operations. In the process, we will highlight the major ‘seasons’ ...

I like Thomas Friedman. While some of his metaphors are twisted, he totally “gets” globalization and the unambiguous virtues of entrepreneurial-based economies. You may be familiar with ...