The First Line Sales Manager Evolution

External factors continue to challenge the effectiveness of the traditional sales role. Though they differ by industry, these factors are causing many companies to redesign the role of their first-line sales managers (FLSM).

As the pharmaceutical sales environment continues to be impacted by healthcare reform, payer controls and a decrease in the number of independent physicians, pharmaceutical and biotech companies will need to adapt their commercial sales models. This will require that sales representatives develop and execute new competencies. The FLSM role must be effectively designed, enabled and monitored to ensure that there is sufficient time to execute high-value activities such as account coverage and coaching, while minimizing low-value administrative tasks.

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