Medicine is changing from a mass market to a target market model, where doctors are increasingly incentivised by patient outcomes, treatment protocols are defined by integrated delivery networks and face-to-face access is becoming more limited.
The role of the sales rep is changing fast, and in the next five years, teams are likely to become smaller, agiler and more focused, due to improvements in systems and technologies.
We see three emerging skills trends that are increasingly prized among pharma companies embracing the new reality.
