SFE in Pharma

In: Closed Loop Marketing(CLM), Medical Reps, Objection Handling, Pharma Companies, SFE in Pharma
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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 ...

In: Closed Loop Marketing(CLM), Key Account Managament(KAM), Medical Reps, Pharma Companies, SFE in Pharma
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How to conduct effective Pharmaceutical Market Research? standard

What is Market Research? Market research and marketing research are often confused and used interchangeably. Market Research: Determination and assessment of qualitative and quantitative dimensions of a market Marketing Research: Analysis of the effects of various marketing activities of a company or its competitors.

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 ...

In: Key Account Managament(KAM), Objection Handling, Pharma Companies, SFE in Pharma
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How to overcome Physician Objections on a Sales Call? standard

Objections from physicians are often seen as “hurdles” or a signal that inhibits a doctor to prescribe your brand. Lets face it, as human beings we find it uncomfortable to handle objections. However, to overcome many objections it takes a process – not a quick answer. While some objections may simply be factual questions that can be answered easily, others will be far more complex. This means the medical sales person may need to spend time overcoming the objection instead of answering quickly on the fly.

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.

In: Medical Reps, Pharma Companies, SFE in Pharma
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Lessons from other Industries; for Top 6 Pharma Sales Force challenges standard

Sales forms the backbone of any pharmaceutical business. And it’s the Sales force that acts as the main communication channel for Pharma companies. Pharma Sales Force is facing increasing challenges like tighter regulatory constraints, pressure to find more efficient communication channels, restricted physician access etc.

In: Medical Reps, Pharma Companies, SFE in Pharma
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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.

In: Medical Reps, Pharma Companies, Pharma Sales Mobility, SFE in Pharma
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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.

Categories ArchivesSFE in Pharma

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

How to conduct effective Pharmaceutical Market Research? standard

CTOs guide to Pharmaceutical CRM / SFA Vendor selection standard

How to overcome Physician Objections on a Sales Call? standard

How handheld Tablets help in Pharma Consultative Sales? standard

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

Is e-detailing the cure for less Face-time with Doctors? standard

Lessons from other Industries; for Top 6 Pharma Sales Force challenges standard

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

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

Understand what really defines Pharma sales performance...

Understand what really defines Pharma sales performance...

Categories ArchivesSFE in Pharma

Understand what really defines Pharma sales performance...

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Understand what really defines Pharma sales performance...

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