ABPI Code of Practice Review - An insight into the processes and background

Eighteen months ago, Vince Lawton, President of the ABPI, approached Andrew Hotchkiss, MD of Eli Lilly, to ask him to head up an industry group to review the ABPI Code. Most of you will by now be very familiar with some of the changes that this review has prompted, but you are likely to be less au fait with the rationale and process behi ...

There May Be Trouble Ahead! - Proposed and recent changes affecting dispensing practices

Only relatively recently have pharmaceutical companies come to appreciate the outstanding opportunity that dispensing doctors offer as prescribers of their branded products. Dispensing doctors, ...

Medical Rep-ism - Customer prejudice and its impact on access

Is your sales force under pressure to achieve challenging access targets and call rates? Are your Regional Managers being driven round to see the same familiar faces on field visits? Are you repeatedly being told that access is getting more difficult? Do some of your sales people try to convince you that they can continue to be successful ...

The Three Temptations - Poor management strategies and how to avoid them

Why does sales management sometimes feel like an uphill task, with the efforts made to improve the sales teams performance gaining little reward? Perhaps the answer lies in resisting some recu ...

Risky Business - Avoiding the negative consequences of setting challenging goals

It is one of the most well-documented findings in psychology that goals improve task performance (see Locke & Latham, 1990) and so it is that todays successful sales organisations assess, set, measure and act in order to meet a wide-ranging set of performance targets.

PSMG January Meeting - A great start to 2006!

The January PSMG meeting was attended by more than 50 senior pharmaceutical sales managers, who enjoyed a day of informative presentations and lively debate.

The National Programme for IT in the NHS - A primary care perspective

Recently I saw an elderly man with a persistent cough. There were no worrying features, but he was a smoker and so I used our local electronic referral system to organise a chest X-ray. The report sent back to me electronically indicated a mass and suggested referral to a chest physician. I called the man back in to explain the situation an ...

PSMG Meeting - Tuesday 25th April 2006 Whittlebury Hall, Silverstone

Join a wide range of your senior sales colleagues for an informative day of presentations, discussions and debate at the Spring meeting of the Pharmaceutical Sales Managers Group.

Employment Law Review - Are you ready for 2006?

The fast-moving world of employment law is rarely out of the headlines these days as new case decisions and fresh legislation continue to spark widespread interest. In particular, the proposed new law on age discrimination due to come into force this October is generating a wealth of debate and comment. This article concentrates on prepa ...

Keep Up With the Joneses - Benchmarking for good practice

Selling in the pharmaceutical market is highly complex. Now, more than ever, sales professionals need to benchmark their skills against the competition and other industries. The question is: h ...

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