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Personal selling
drives the top line, but what is the cost? You know
that in a competitive market like this any reduction
in SOV for your product could be devastating. How
do you reconcile your need to cut sales force costs
with your need to maintain or exceed the SOV of your
competitors?
Optimizing your fixed sales-force overhead is a significant
challenge in today's marketplace. Industry data show
that the average primary-care pharmaceutical sales
representative costs between $170,000 and $185,000
per year, fully loaded, including base salary, benefits,
training, sales force automation and allocations of
field-force-specific overhead. At the same time, companies
are forced to take additional measures to differentiate
their sales forces and motivate their personnel, including
enhanced training, incremental incentives and career
path programs. The bottom line is that maintaining
internal sales forces is becoming at once more expensive
and a significant constraint on sales force strategy.
The PDI solution gives clients the option of leveraging
custom-built teams to achieve brand growth, SOV and
ROI objectives while reducing fixed overhead. Typically
more cost-effective than internal resources, PDI personnel
are recruited to have extensive experience in the designated
therapeutic discipline and are profiled to ensure cultural
alignment. PDI teams have successfully marketed specialty
and primary care drugs both as sole product representatives
and in mirrored sales situations, frequently outperforming
client sales forces in identical circumstances. Choose
the most cost-effective solution for maintaining SOV
while improving your bottom line—With a core
competency in developing sales force solutions, PDI
Performance Sales Teams provides a track record for
achieving the best results and the highest customer
satisfaction.
For more on our capabilities, click
here.
To view case studies demonstrating PDI solutions, click
here.
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