Increasing complexity in the pharmaceutical market and shifts in product portfolios are radically changing the skills and strategies that determine sales success.  There has been a shift away from the pure ‘coverage and frequency’ selling approach. Companies are moving towards new sales force models and strategies built on greater knowledge about patients, prescribers, payment and treatment pathways.  However it is no easy task to secure their successful implementation.  Change management capabilities, involving practical simulation, are a critical tool in defining, managing, and implementing new sales management processes – ensuring the smoothest transition, critical buy-in and maximum return on investment.