Categories ArchivesMedical Reps

Pharma Selling: What Doctors expect from Medical Sales Reps? standard

Sales representatives in the healthcare industry are expected to manage their “territories” as if they were running their own business. That’s the very reason top performing medical sales Reps have entrepreneurial mindset. To be successful in your sales territory its important to know which customers drive you more business, what their “buying” style is; so that you can match your selling style to it, have a investment budget, and also manage your daily and weekly call schedule either by yourself or working with your team to implement the overall territory business plans. One major goal of a medical sales representative is to be seen as a valued consultant by Doctors.  These conversations allow reps to become a valuable resource for ...

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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.

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How to build an army of Motivated Medical Sales Force? standard

In today’s increasingly complex pharmaceutical world; a highly motivated sales forces offer substantial performance improvement . A well-trained and compensated sales force, which maximizes revenues from existing customers and systematically identifies and manages new prospects well, allows a pharma company to grow faster than its competitors. Such efforts are particularly important in an environment where doctors have many prescribing options and more choice than ever before. Thus a good motivation and incentive plan should be flexible to accommodate new product launches and difficult markets; it is economical, yet competitive.

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Addressing 8 barriers to help drive Pharma Sales Force Effectiveness(SFE) standard

Sales efficiency & effectiveness improvements are the key drivers, for an efficient, effective sales force that can drive sales, market share and profits to Pharmaceutical organizations. By identifying the biggest drags on sales productivity, Pharma companies can achieve double-digit, year-on-year top line revenue improvements. Let us find out the biggest barriers to sales force effectiveness which the Medical reps face during their sales encounters.

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Evolution of the Medical Representative Marketing Kit standard

Medical Representative is an important link in pharmaceutical industry. In Pharmaceutical selling, a medical representative meets a physician at a pre-designated location either by fixing a prior appointment or impromptu. But to create and arouse interest in the doctors mind; Medical representatives need the help of supporting presentation tools and resources otherwise called as marketing kit.

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

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.