From PharmaVoice – free download of an article from a number of thought leaders on needed changes in the field sales model for pharma.
RepReview2007 – you can get this free article forwarded to you. Much of it is a keen grasp of the obvious, but for those needing to make a case for specific training initiatives (esp. Advanced Sales Training), there is some good data here.
From Jane Chin‘s blog, a quick summary of the quintessential competencies for a pharma sales professional.
Earlier this week, I published a blog post about this long and fascinating article describing the experience of one physician who (for a time) became a speaker for Wyeth (you’ll need 10 full minutes to read the entire article, and it’s worth it). Since then, Dan Carlat has decided to do some counter-detailing – you can read more here and also his summary of various reactions here.
The Impactiviti blog post was really insightful. I’ve never worked in pharma sales, but I’ve been doing sales in some capacity the last five years and I think there are always some serious ethical issues. While the level of consequences differ, these examples really drive it home and actually made me think about the role of product “endorsement” in a very different way.
When I first started working in sales I actually bookmarked an article on ethics http://www.davekahle.com/article/chap16.html that I still refer to on occasion.
Anyhow, enlightening article. Thanks.