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    Home > Active Ingredient News > Drugs Articles > Under the great change of the pharmaceutical industry, the sales target of drug substitutes has been abolished or become an industry trend

    Under the great change of the pharmaceutical industry, the sales target of drug substitutes has been abolished or become an industry trend

    • Last Update: 2020-11-07
    • Source: Internet
    • Author: User
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    "Pharmaceutical network industry dynamics" recently, there is news that another foreign enterprises to cancel the sales indicators assessment.
    understood that this is according to the Roche Melohua team to cancel the sales target, the overall change to "lymphoma sub-specialty innovation team", again came out with similar news.
    In June, Roche issued an internal e-mail notification that the BUO1 Merohua team, piloted, had officially launched a "patient-centric" business model, and that the Melohua team had changed the overall to "lymphoma sub-specialty innovation team".
    from October 1st, Melohua will cancel the sales target.
    the specific assessment form is not yet known.
    time, however, some professional medical promoters analyzed that the new assessment program may focus on promoting the academic part of the work, by assessing the number of new patients, the number of academic meetings and so on.
    fact, in recent years, the elimination of drug sales indicators, in foreign pharmaceutical companies frequently occur.
    that the multinational drug company that announced the cancellation of the sales target earlier was GSK.
    After the 2013 sales violations in China broke out, GSK announced changes to the global sales force compensation system, including the elimination of individual sales targets for pharmaceutical representatives, whose compensation will be linked to the quality, expertise and overall performance of the company's services to doctors, not to the number of prescriptions for doctors, and the phase-out of direct payments to healthcare professionals invited to lectures and medical conferences.
    , as early as two years ago, also no longer set up the position of pharmaceutical representative, the original medical representative turned into a pharmaceutical information partner.
    this shift means that Ukip is no longer focusing on sales performance, but on how they work with doctors and bring better treatment options to patients.
    In addition to multinational enterprises, in recent years, with the advance of domestic harvesting, pharmaceutical companies through the "price-for-volume", its promotion costs and sales costs have been greatly reduced, but also led to a sharp decline in the demand for pharmaceutical representatives.
    addition, some pharmaceutical companies because of the low price of the winning product, small profits, in order to reduce costs also make the relevant pharmaceutical companies to dissolve the sales team, layoffs continue to move.
    , for example, the "4 plus 7" expansion collection, Xinlitai core products failed, after which the company began a substantial internal transfer, layoffs.
    media reported that from October 2019, Xinlitai began to mobilize employees to transfer internally, and reluctant applicants automatically entered the separation process.
    this year there are also industry sources, Xinli Tai clopidogre product line layoffs, compensation scheme for n-1.
    , Jialin Pharmaceuticals was also revealed to have disbanded its sales team because of the drop of the bid in the expansion of its products.
    , although pharmaceutical companies to cancel the pharmaceutical representative sales indicators, the abolition of sales team and other frequent occurrences, but industry experts analysis that the next 5-10 years to cancel the pharmaceutical representative sales indicators are not likely to become a trend.
    , however, it may become a big trend to split up people from the sales force to do things like "big customer management," "clinical consultants," "professional education," and so on.
    note that these people still exist in the sales force, although mainly to diversify to support sales completion indicators, but also require the relevant people to have considerable expertise, not just understand marketing.
    Overall, for a long time, for the pharmaceutical generation, it will usher in a career transformation of the "pain period", especially under the influence of domestic volume procurement, some enterprises may accelerate the elimination of drug sales targets, and the dissolution of the sales team.
    does not mean that the profession of pharmaceutical generation is not needed, and in the future, as the market share of the hospital gradually increases, representatives of the hospital may flow to the off-court market.
    changes, drug companies will either continue to look for new opportunities in pharmaceutical companies or move on.
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