PharmaForce International: Research Indicates Increased Migration Toward Specialized Oncology Sales Forces

Clinical trials for cancer
In the United States, over 30% of leading pharmaceutical and biotech companies are now deploying multiple oncology
sales teams to promote the same product. According to a recent report, each team focuses on alternate indications. 

Research published by PharmaForce International (PFI) shows 31% of pharmaceutical and biotech companies are deploying multiple oncology sales forces that support individual products. This adjustment is part of an effort to capitalize on opportunities to increase sales for specific (and separate) indications. The report examined a cross-section of over 30 companies profiled in PFI’s annual Oncology benchmarking study.

Lorrie Berg-Henne, Director of Marketing and Sales at PharmaForce International, says many cancer medications have recently been approved for multiple indications by the FDA, with a particularly sharp increase in the approval of immuno-oncology drugs.

“Companies realize that these new indications are patient-specific, and a specialized sales approach is necessary to drive product uptake across tumor types,” Berg-Henne said.

“This is a growing trend we have been noticing in the oncology space,” she continued. “We have been monitoring the oncology commercial landscape for over 15 years, and have witnessed a proliferation of such approaches. It keeps the conversation focused on one specific area, which may be helpful for clinicians and their patients.”

Additional industry trends captured in the report include insight specific to:

  • Expanded roles for Key Account Managers
  • Newly deployed field-based Marketing Managers
  • Adoption of Diagnostic Genetic Testing by pharmaceutical companies
  • Emerging biosimilar competitors
  • Newly deployed Thought Leader Teams to engage Key Opinion Leaders

For more information on the report mentioned above, please contact Lorrie Berg-Henne at lbhenne@strategicreports.com or by phone at 610-370-2906.

PharmaForce International (PFI) is a competitive intelligence firm with over two decades of experience in the pharmaceutical and biotech industries. PFI has become the market leader in commercial operations benchmarking and competitive intelligence. The globally focused company employs market place experts uniquely qualified to perform research required by clients in most major pharmaceutical markets around the world, including Europe, India, Japan, Latin America, and the United States.

SOURCE PharmaForce International

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