In this whitepaper we will highlight competencies which management needs to ensure are acquired by their sales reps if they are to continue to be relevant and provide value for the healthcare sector.
In recent years, there has been a significant decline in the number of sales reps in the pharmaceutical sector in Denmark. Together with a growing concern over the possibility that healthcare professionals (HCPs) will close the door on the traditional sales rep, these developments raise pressing questions about the future of pharmaceutical reps.
The healthcare sector is changing - are you keeping up?
At Atrium, we wanted to explore how the Danish healthcare sector is changing and the relevance (if any) of pharma sales reps in the future. Our study involved in-depth interviews with pharma commercial directors and selected representatives from the Danish healthcare sector. These focused particularly on the developing trends in the healthcare sector and the potential impact of these on commercial divisions and the competencies employees need to develop.
Finally, we show how our insights have been utilized in an educational reform designed to improve the continuing education that employees need to operate in a changing healthcare sector.