BUSINESS ISSUE Changing needs, changing sales forces There are approximately 60,000 to 70,000 pharmaceutical sales reps in the United States, and each company has different sales teams for different products, with constantly changing product responsibilities, customer targets and staffing levels within sales teams. Numerous market events can lead to sales force restructuring, including patent expirations, additional competitors, new payment models and other changes. When a pharma company restructures its sales force, it will also change the size or structure of its sales teams, placing reps in new or different territories. Assigning the best reps to the right territories keeps familiar faces in front of customers, and an objective, transparent process helps ensure companies retai

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