COVID-19 has forced the life science industry to embrace digital engagement with HCPs at scale. But, remote detailing is not going to be successful unless pharma can offer value, according to OKRA Technologies.

Paying field sales representatives is harder than it sounds. Companies need to rigorously analyze data and thoughtfully develop payout structures that help sales reps maximize earning potential and sales results. If a company’s compensation plan fails to properly motivate or adequately reward sales reps, they may underperform or move to a competitor.

GlaxoSmithKline will change incentives for sales representatives in some countries as the British drugmaker looks to retain talent.

Leading healthcare marketing agency Heartbeat has earned Level 4 certification status with Veeva Systems Inc., a leader in cloud-based software for the global life sciences industry.

OxyContin maker Purdue Pharma LP is slashing its sales force in half as the company changes the marketing strategy for the chronic pain pill OxyContin amid the opioid abuse crisis.

Drugmakers’ response to the threat posed by “superbugs” remains patchy even after years of warnings, according to the first analysis of individual companies’ efforts to tackle the antibiotic resistance crisis.

Pernix Therapeutics is undergoing a reorganization that includes the termination of a number of sales representatives.

A combination of regulatory conditions, shifts in physician workplace demographics, and an increased reliance of highly specialized sales personnel has steadily eroded the traditional sales reps’ responsibilities and ability to manage the HCP practice relationship as a true SPOC.

As part of a new sales team structure, Merck plans to cut 1,800 sales jobs. At the same time, the company expects to add 960 jobs to a new sales force focused on chronic care.

There are 3 key facts life sciences companies need to know about real-time or near real-time medical claims data to support timely business decision-making.