Insights

Quarterbacks, Orchestrators, Air Traffic Controllers: The New Activity Plan for Pharma Reps

Mike Powers, Steve Bull, Maneesh Chandra, Pratap Khedkar

It’s not easy to be a pharma rep—and it’s becoming harder to plan all the activities a pharma rep needs to do each day.

Access to physicians has become restrictive, and is sometimes impossible. Specialty drugs, customer consolidation and multichannel marketing are turning traditional sales models upside-down.

These shifts have made activity planning far more difficult than a few years ago, and far more critical. ZS Associates recently held a roundtable discussion about how market conditions are reshaping activity planning, and how pharma companies are responding.

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