The question this white paper addresses is straightforward – Is it time to adjust the long-standing pharma PDE (primary detail equivalent) sales force optimization model? The PDE model has been the main metric biopharma companies have been using for the past 20+ years in sales response modeling, sales force optimization, and sales operations analyses. However, during the past 20 years, the US biopharma market has been undergoing dramatic changes as noted in this white paper series.
This white paper provides a detailed review and assessment on the implications of only using PDEs in future sales response modeling and adjustments needed now in the pharma PDE sales force optimization model.
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.
Dr. Kedar Naphade is a Senior Principal at Axtria. He has over a dozen years of experience helping organizations create and institute innovative analytical decision making processes.
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