A sales rep is a sales rep, right? Whether you call them consultants, business developers, agents, or salespeople, you expect your sales representatives to be adaptable and well-informed: a completely …

Pharmaceutical companies impact just about every American’s life. Our country is home to approximately 67,000 pharmacies, and according to a Mayo Clinic study, seven out of ten people in the …

Big data, smart data, data lakes, data warehouses, data repositories! It seems like nowadays, the word “data” makes an appearance at every sales conference and in every article. Though this …

We all get territorial sometimes. It’s part of being human; when someone’s territorial boundaries are violated, it naturally sparks a defensive response. That may be unavoidable in life and in …

Planning your sales territories is about much more than just drawing borders. You have to balance several key aspects: from skill distribution to sales force tenure, from turnover to territory …

“My patients could really use your medication, but their insurance will never approve it!” If your pharma sales reps keep hearing that from the doctors they’re calling on, it can …