Categories ArchivesE-detailing

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.

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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)
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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)
x

Get FREE updates in your Email

Never miss another opportunity to know the latest info on Pharma Marketing & Sales management best practices and tools.