Despite reducing sales staff in 2011, 50 percent of big pharma companies report still being overstaffed as opposed to just 5 percent of companies in the entire life sciences industry, according to Hay Group's 2011 Pharmaceutical Sales Force Effectiveness Study.

In fact, respondents say they are much more likely to reduce their work forces by 6 percent to 15 percent in 2012 because of the changing needs in the pharmaceutical industry.

"When it comes to staffing and go-to-market models, the gap between big pharma and other players in the life sciences arena is considerable, and it continues to grow," says Matt Gurin, Hay Group's U.S. reward practice leader for life sciences. "Pharmaceutical companies of all sizes have shown a reluctance to shun historically successful sales models and strategies in favor of the more account-based approach needed to succeed in the future. Given the magnitude of change in both the competitive and regulatory landscapes, it is not surprising perhaps that many commercial organizations are proceeding cautiously since it's a strong prescription to both shrink and change at the same time.