Pharmaceutical companies face many challenges in successfully selling their products today, including selling a larger portfolio of drugs, handling a growing number of call points within hospitals and clinics, and facing heightened competition due to increased levels of marketing and advertising. Numerous competitive pressures force them to manage their pricing structures in ways they have never had to consider before and rollout sales and marketing as quickly as possible to avoid losing market share and customer mindset. To improve forecasting visibility, increase sales volume, and defend market share, sales executives must ensure high levels of user adoption. Given the individualistic nature of sales professionals and their aversion to administrative responsibilities, this is only possible if representatives believe in the value of sales tools in closing sales and increasing their individual sales results.

With so many patients expired or about to expire, companies must find ways to ensure they are in a position to compete with the imports of secondary drugs. Direct-To-Patient (D2P) prescription drug marketing and how customer relationships are managed is the new way forward. However, with so much restriction and confidentiality issues, it is difficult to find out the buying patterns of the potential clients. This is a major challenge.