Since 2007, more than 30 bio-pharmaceutical companies have been fined over $13 billion for sales and marketing compliance violations. All of these companies had compliance training programs in place to meet the 2003 OIG Compliance Program Guidance for Pharmaceutical Manufacturers. Yet, these training programs were not sufficient to prevent the violations and fines. Why? They […]
LTEN Focus Magazine, Spring 2015 Field-based monitoring is generally used by compliance departments to verify and ensure field behavior and activities are compliant with company standards. It is important to note that field-based monitoring can also provide tremendous value when integrated into everyday coaching of the sales field force.
Pharmaceutical sales force leaders currently face a variety of challenges There is ongoing competition from other companies, increased competition from generic drugs, and a changing healthcare environment. There have also been reductions in the number of sales representatives at many pharmaceutical companies and rumors of their eventual replacement by peer to peer selling.
Life Science Compliance, Baltzer Science Publishers, February 2013 Companies need to identify and mitigate risks across the full range of sales’ job functions, not just when they are out in the field working with health care practitioners (HCPs) or health care organizations (HCOs). This article provides recommendations to help compliance and sales leaders develop an […]