ECI^® Blog

We recently did a study to see if a Competency System we built for a client produced any measurable results, or if it was just a “nice to have” system that management preferred to use.  Our client is within a large pharmaceutical company and leads a sales force which sells to institutions and hospital physicians.  The primary difficulty you have in assessing the real impact of a pharmaceutical rep’s efforts is that, outside the vaccine and medical device arena where sales can be tracked by order, it is very difficult to measure exactly what impact the rep has on prescription writing of any given physician.  There are so many factors that impact the sale that the direct linkage between rep activity and actual sales is a dotted line at best, particularly in the institutional or hospital setting. Read more…