GHP Magazine: 3 Ways That Technology Can Future-Proof the Pharma Sales Force Today

Dec 08, 2015, 08:00 ET from IMS Health

NEW YORK, Dec. 8, 2015 /PRNewswire/ -- The article excerpt below from Global Health & Pharma (GHP) Magazine, written by Richie Etwaru, chief digital officer, IMS Health looks at the significant impact that technology will have on three critical aspects of the pharmaceutical sales representative's role both now and in the future.


The future viability of the current pharmaceutical sales force model ranges from a doomsday scenario of no more pharmaceutical sales representatives at all to predictions of a return to the glory days where the pharmaceutical sales representative was at the center of the brand-commercialization universe.

It's safe to say that the only certainty regarding the pharmaceutical sales model is uncertainty.

One thing is for sure, there will be change and that continued change will be increasingly fueled by technology.

In fact, advancing technology promises to transform the role of the pharmaceutical sales representatives into a critical linchpin within the overall commercial strategy of a brand – elevating customer engagement via three differentiating factors of high transparency, high context and high touch.

To view the entire article as it appears on Global Health & Pharma Magazine click here and scroll to page 13:

About IMS Health

IMS Health (NYSE: IMS) is a leading global information and technology services company providing clients in the healthcare industry with end-to-end solutions to measure and improve their performance. Our 7,500 services experts connect configurable SaaS applications to 10+ petabytes of complex healthcare data in the IMS One™ cloud platform, delivering unique insights into diseases, treatments, costs and outcomes. The company's 15,000 employees blend global consistency and local market knowledge across 100 countries to help clients run their operations more efficiently. Customers include pharmaceutical, consumer health and medical device manufacturers and distributors, providers, payers, government agencies, policymakers, researchers and the financial community.

As a global leader in protecting individual patient privacy, IMS Health uses anonymous healthcare data to deliver critical, real-world disease and treatment insights. These insights help biotech and pharmaceutical companies, medical researchers, government agencies, payers and other healthcare stakeholders to identify unmet treatment needs and understand the effectiveness and value of pharmaceutical products in improving overall health outcomes. Additional information is available at