Sales Force Effectiveness in Pharma Is No Placebo

Pratap Khedkar, Namita Kalyan and Eric Scott


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The Explorer Study finds that pharma investments in sales force effectiveness boost revenue 1 - 7%. That might not sound like much, but
given their size and scale, pharmacos can achieve a substantial return on sales force effectiveness investments.

About the Experts

Pratap Khedkar is ZS's Managing Principal for pharmaceuticals and biotech, based in Philadelphia. He has advised many pharmaceutical and healthcare companies on a wide range of sales and marketing issues, including multichannel marketing, marketing mix, promotion response measurement, managed-care issues, sales force strategy, talent management and incentive compensation.

Namita Kalyan is an Associate Principal based in ZS's Philadelphia office. She is a global lead within ZS's talent management practice area, and her focus is in sales force strategy, design and effectiveness. She has worked with Fortune 100 companies to evaluate and improve sales manager and rep effectiveness, including multi-country sales force training.

Eric Scott is a Manager based in ZS's Toronto office. Eric focuses on broad sales and marketing issues across Canada and the Americas. Eric is a member of ZS's talent management practice area, and also is a leader in medical affairs strategy and commercial organizational design. He has helped many clients with maximizing go-to-market strategies through market insight and sales strategy, forecasting and opportunity assessments, sales operations and incentives, and broad business technology solutions. 

Contact ZS

Learn more about our Sales Force Effectiveness practice