Do Pharma Companies Need To Rethink Their Sales Operations Design?

The COVID-19 pandemic has brought about many long-term changes to the pharma industry. One area that has seen effects directly caused by COVID-19 has been in sales operations design, management, and engagement with customers due to increased access restrictions of sales reps to physicians. COVID-19 has also accelerated institutional rethinking of the level and role of direct sales forces in the pharma industry. This white paper explores why pharma companies need to explore these changes. Companies need to prepare for changing the size and objective of direct sales forces given the effects of COVID-19 and the impact of existing environmental trends highlighted by the pandemic.

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