In a two-part installment of her Industry Insights column, NAI President Rita Numerof, Ph.D., examines the changing role of the pharmaceutical sales rep and how it must evolve.

The Future of Pharma Sales: Part I, published on January 9, 2014, discusses impact of the changing healthcare landscape on the competencies required of sales reps, and the need for a new approach to training, evaluation and reward system, and career development are needed.

The Future of Pharma Sales: Part II, published February 6, 2014, highlights some key considerations for manufacturers as they undergo a shift from a “selling to one” to “selling to a network”.  She also discussed how companies looking to redefine their sales force will have to reconsider skill and qualification requirements going forward.