There is a growing importance of maintaining sales rep-physician relationships and accounting for their disruption in sales force optimization and territory alignment analyses.  This will become even more crucial as the industry increasingly moves toward launching specialty medicines and major changes occur in the environmental landscape affecting pharma outcomes in sales force strategy and operations.  The good news for pharma companies is that solutions exist to solve these important issues that leverage both data they already have and analytics for better sales force outcomes.

Dr. George A. Chressanthis is currently Principal Scientist at Axtria. He brings a unique combination of professional experiences into the analysis of strategic and operational issues affecting the biopharmaceutical industry.

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