Additional income, new responsibilities and further industry experience are just a few of the benefits that attract many to pursue a promotion. A number of organizations have expanded their sales forces, creating a wide range of opportunities for salespeople to move on to the next level. For many companies, however, those days are in the past. The large pharma companies are not expanding the way they used to. The reality is that there are simply too many reps in the field. In some cases, three or four sales reps are calling on the same doctor, selling the same drug and communicating the same information. Large sales divisions with strong share of voice in the market have certainly proven to be effective in the drug industry. However, sales executives are realizing that this type of fast-paced growth cannot go on forever.
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