Everest Group Life Sciences Digital Services Specialists PEAK Matrix® Assessment 2024

The nature of sales operations in life sciences is changing rapidly as digital marketing becomes a core function for marketers. Sales representatives are still central to pharma sales, but they need to leverage data and analytics to tailor conversations and provide a personalized customer experience while helping healthcare professionals solve problems in a complex healthcare environment. Axtria ...

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 ...

This white paper looks at a simple but important research question – why do pharma companies have incentive compensation (IC) plans that cap their at-risk sales rep compensation? This paper provides reasons why such caps are not justified on both theoretical and empirical grounds, notes counterarguments to those who argue for IC caps, and offers two typical case studies that reveal both negative ...

Sales Crediting – a challenge most companies feel today with the increasing complexity of the market! Even more complex is the task of deciphering the downstream impact on incentive compensation and further impact on the sales reps’ motivation because of false crediting. With this whitepaper, unravel the means of actual and correct sales crediting and therefore, reduce pitfalls in incentive ...

Effective roster management has long been an overlooked topic in Pharma commercial operations. At any point in time, it is critical for the Sales Operations business processes to have access to the latest and distinct set of sales personnel that will need to be accounted for. All functions of commercial operations including sales force sizing, alignment management, call planning, and incentive ...

The question this white paper addresses is straightforward – will COVID-19 call for restructuring the long-standing pharma PDE (primary detail equivalent) sales force optimization model? The PDE model has been a go-to metric for sales response modeling, sales force optimization, and sales operations analyses for 20+ years. However, with the implications of COVID-19 on the global healthcare ...

The question this commentary asks is simply this - has the pendulum swung too far in the direction of excessive restrictions on sales and marketing practices of biopharmaceutical companies to the point that they now may well stifle the very innovative environment needed by companies to meet the scientific demands and expectations of society? The answer to this question leads to understanding how ...

Do you know the answers to your important territory alignment questions? Or put another way, do you approach answering questions on your territory alignment issues like the blind squirrel? This approach, while getting lucky a few times, is a poor recipe for sustained business success given the highly complex life sciences environment that now confronts senior executives and operational leaders. ...

The last 10-15 years have seen an explosion of articles in major health policy and medical journals advocating severely restricting or banning biopharmaceutical sales rep access to physicians in all settings. With very few exceptions, the prevailing narrative has gone unchallenged. This paper provides a more in-depth and balanced look into the evidence supporting the current narrative and ...