“At the end of the day, when I think that somewhere in my territory there is a patient whose life has been improved because of a product I promote, I …

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 …

Time is a precious commodity – but especially for salespeople. However, recent research has shown that they’re spending only about 37% of their time on selling – meaning more than 60% of …