Sales excellence in the pharma industry

Maximize the power and endurance of your sales organization

2006

Due to the notorious shortage of new products, pharmaceutical companies are under increasing pressure to maximize revenues from their products. Given the traditionally high return on those investments, this has resulted in a massive sales and marketing spending race.

However, with declining profit margins, pharmaceutical companies have started to scrutinize their overall cost basis while at the same time reviewing their traditional sales operating model. Cuts in sales and marketing budgets, which typically ate up more than a third of revenues, further increase the importance of sales force effectiveness.

In their quest for sales excellence, more and more companies are adopting an international (European or even global) perspective. Having worked with leading pharmaceutical clients around the globe, Roland Berger Strategy Consultants
has identified a set of key success factors to achieve lasting impact.