Pharma Reps Go All Digital

This multi-national pharmaceutical company develops, manufactures, and markets drugs, as well as medical instruments and devices for the treatment of a wide variety of diseases and conditions. The company maintains an extensive sales force, with more than 10,000 staff in the field who directly call on physicians and other clinicians.

The company had a bottom-line requirement to remove growing inefficiencies within its field sales operations. Field-initiated business revolved almost entirely around paper forms and paper-based processes. Many of the sales representatives’ everyday activities, such as recording sales or adverse events, were reliant, in some way, on paper. Forms were relatively generic and difficult to match to the company’s extensive product lines and varied business situations. Staff often needed to get creative in matching data to the available fields.

Furthermore, when urgent matters arose, such as a issues involving tampering with one of the products, the reporting of such incidents to headquarters was not being handled quickly enough. Yet, even with all these issues, the difficulty and expense of shifting from paper to digital was holding the company back from making the transition.

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