White Papers

• Critical Trends: 2011 January 30, 2011 A current outlook for the economy and the healthcare industry that identifies key trends to follow in 2011 and pinpoints strategic insights related to those trends.
• From ’Scripts to Solutions: Developing The Business-Savvy Sales Rep October 25, 2010 Executive Summary
  Companies operating in the healthcare industry today face huge challenges in enabling their sales representatives to sell successfully. Many ask, “How can we equip our salespeople to sell in such an increasingly difficult  environment?”…
• Profile of Sales Leadership in Action October 10, 2010 Joe Janeway, Director of Managed Care and National Accounts at Pharmacia & Upjohn, set out to lift his firm’s U.S. operation to among the top five in the industry. And, in one year, he successfully helped boost Pharmacia & Upjohn’s U.S. sales 28%….