The pharmaceutical industry has entered a critical period of transition. Business models that have proven remarkably successful over the past twenty years are now encountering major challenges. As companies grapple with the leading symptoms of these challenges — pricing pressures, pipeline productivity concerns, growing public distrust, and greater political scrutiny — it’s becoming increasingly clear that a profound shift is underway in the requirements for success in this environment.

As the rules for success change, so must your approach to the market. One critical element that requires transformation is your sales model. It’s too expensive, highly inefficient for what it does, and is providing decreasing value to your company and your customers.