The hidden cost of stalled tech adoption — and what to do about it.
For pharma Sales Ops and IT leaders, the biggest drain on ROI isn’t the technology itself — it’s how effectively the field learns to use it.
Pharma invests millions in systems like Veeva and Concur, but the success of those investments often hinges on the part of the rollout that gets the least attention: equipping the field to navigate these tools in real-world scenarios.
What typically happens is technology training gets squeezed into the final hours of a national sales meeting, after days of product strategy,
when attention is fading and flights are waiting. By then, there’s little time for real absorption.
Adoption slows, tools feel cumbersome, and field teams find themselves pausing mid-workflow to track down answers.
“More than ever, companies expect technology to be intuitive. But the real return comes when people are trained to use it effectively. Good training turns features into productivity, and investment into measurable results.
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