The Future of Selling in Healthcare: An approach to disruptive change

Ian Wilcox, Tania Lennon, Bernadette Maher and Jordan Less


Like so many of today’s pharmaceutical leaders, Kodak for decades leveraged its storied history of innovation to lead the market in its field. As with photography 30 years ago, advances in technology and other market trends present a disruptive change to pharma today that alters how consumers buy and how we go to market, one that pharma leaders must address or face Kodak’s fate.

In this article, we offer insights on how to adapt to these changes: why the fundamental approach to customer engagement must change, how to envision the future of the pharmaceutical sales role and how better management and team collaboration can redefine the future of selling.

About the Experts

Ian Wilcox is a leader in ZS’s talent strategy practice, based in the firm’s Philadelphia office. He has over 22 years of experience in human capital consulting, organizational effectiveness and pre/post M&A integration and has worked with global Fortune 500 companies as well as start-ups. His global consulting expertise has focused on commercial transformation with an emphasis on human capital management and the successful implementation of organizational change. His experience encompasses a variety of industries including manufacturing, retail and life sciences.

Tania Lennon heads up ZS’s global expertise team, which is focused on developing and assessing talent and leaders. As an organizational psychologist, Tania’s focus is on the intersection of business and people. Her consulting ranges from creating integrated HR systems (talent, learning and assessment) to workforce and talent planning in the context of dynamic industry change. Tania has been awarded for her innovation in creating assessment and development approaches that yield demonstrable benefits in utility, learning transfer and productivity.

Bernadette Maher is an associate consultant in ZS’s Philadelphia office. She joined ZS after completing her Ph.D. in educational psychology at Temple University and leverages her expertise to assist pharmaceutical companies with a range of business issues related to leadership development, change management, talent strategy and sales force effectiveness.

Jordan Less is a consultant in ZS’s New York office. Over the last six years, he has focused on helping life science companies manage talent strategy, sales force effectiveness and commercial transformation business challenges. He is passionate about helping companies elevate their effectiveness and efficiency through intentional organizational design and capability building.

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