E-detailing Archives - Pharma Marketing & Sales News

CTOs guide to Pharmaceutical CRM / SFA Vendor selection standard

The pharmaceutical industry is fast changing due to the expensive promotion and research & development (R&D) campaigns, which are crucial to examine opportunities to simplify and streamline operations in order to align businesses towards the needs of customers. Today’s representatives must be consultative in order to effectively partner with the customer. Being consultative means showing energy and confidence and having the answers to questions, or at least knowing how to get them if necessary . It means talking the physician’s language at the physician’s level of expertise and matching styles – formal or informal. In this situation, sales force effectiveness drives the success of pharmaceutical companies. SFE (Sales force effectiveness) begins with effective sales strategy, sizing and structuring the sales ...

How handheld Tablets help in Pharma Consultative Sales? standard

Today, pharma sales rep must be very well informed about the indications, contraindications and interactions of their products. They must comply with the industry’s codes and guidelines and act according to government regulations. To support medical reps, pharma companies have moved towards sales force automation and customer relationship management tools. A number of wireless, electronic devices have been introduced, such as handhelds and laptops, but with limited success in the field.

Why Pharma needs to switch from Mass Marketing to CLM – Closed Loop Marketing? standard

The social, demographic and economic context in which the pharmaceutical industry operates is changing dramatically, with huge implications for the industry as a whole. All these challenges have major ramifications for the way in which pharmaceutical companies market and sell the medicines they develop. With these challenges comes pressure to gain efficiencies in all facets of the business, but perhaps no aspect of pharma operations is under as much scrutiny as the sales and marketing function.

In: E-detailing, Medical Reps, Pharma E-learning, Pharma Sales Mobility, SFE in Pharma
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Is e-detailing the cure for less Face-time with Doctors? standard

Traditionally, one-to-one selling by pharmaceutical sales reps has been the primary means of communication and the most expensive one. Historically, product detailing has been the most important way for pharmaceutical companies to communicate drug information to physicians. Unfortunately, traditional methods of detailing are no longer as effective as they once were. Why switch from age old detailing to e-detailing? With the emergence of technology-based alternative means of communicating with physicians and other prescribing influencers, many pharma companies are now experimenting with supplementing or even replacing the sales rep’s detailing activities with invitations to access websites and call centers for answers to commonly asked questions concerning a company’s drug.

Understand what really defines Pharma sales performance...

1. Optimise the call coverage model (based on product maturity)
2. Understand what really defines sales performance (in the absence of prescribing data)
3. Fix broken linear sales models (in favour of a dynamic buyer-centric dialogue)
4. Manage your teams’ performance dynamically (vs. a one-size-fits-all approach)
5. Incentivise to drive behaviour change (and acquire a true performance culture)

Understand what really defines Pharma sales performance...

1. Optimise the call coverage model (based on product maturity)
2. Understand what really defines sales performance (in the absence of prescribing data)
3. Fix broken linear sales models (in favour of a dynamic buyer-centric dialogue)
4. Manage your teams’ performance dynamically (vs. a one-size-fits-all approach)
5. Incentivise to drive behaviour change (and acquire a true performance culture)

Categories ArchivesE-detailing

Understand what really defines Pharma sales performance...

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Understand what really defines Pharma sales performance...

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