Embracing change management in pharmaceutical sales has become an essential competency for sales leaders. As a sales performance consultant who has worked with pharmaceutical and life sciences companies for over two decades, I’ve seen firsthand how the pace and frequency of change within pharma organizations has rapidly accelerated, making adaptation a constant requirement. Pharmaceutical sales…

The U.S. pharmaceutical market dipped 4.1% year-over-year in the most recent quarter-to-date figures, according to recent IQVIA research. New prescription sales fell 4.4%. Brand-name drug sales, however, saw a modest growth rate of 1.8% while generic drug sales, which made up 80% of all sales, fell 4.5% in the quarter. One bright spot in the…