Insights

Averting an Oncology Sales Force Arms Race

Craig Stinebaugh

After years of escalation, the sales force arms race in general medicine is ending. However, as companies prepare to introduce dozens of new oncology treatments over the next decade, the underlying forces for an arms race in oncology are powerful. Such a result would dull the luster of the tremendous medical and market potential for new oncology products.

We believe companies that develop customer-centric sales approaches will be able to make the most efficient use of their sales forces while delivering better relationships with providers and, consequently, stronger sales performance.

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