Tags ArchivesCRM

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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How practical is a Mobile MR Reporting software for Pharma? standard

Mobile computing & real-time communication has been a traveling sales persons dream for years. In the past, Mobile phone’s small screen size, slow download times with pre 3G telecom networks and different technological standards resulted in an inconsistent & unsatisfactory experience for Sales representatives. One of the biggest obstacles in Mobile sales force automation implementation is end user adoption coupled by low market demand & complex technical issues.

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Generic CRM vs BYO vs Industry specific CRM for Pharma & Healthcare companies standard

Adopting a CRM system is a major decision that carries long-term strategic implications for a company of any size and scale. A successful CRM/SFA implementation requires a rock-solid plan that includes project scoping, client data migration, configuration, customization, and integration -regardless of the deployment model chosen. For Pharmaceutical companies; Its important to select the CRM software that will not only support your current needs but has room for future business objectives and needs also. Is generic Pharma CRM up for this challenge?

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Is the Pharmaceutical Medical Sales Rep an Endangered species? standard

As the multiple tiers of influence across healthcare networks continue to change and evolve, there can be little argument that the traditional pharma company sales force is losing effectiveness. However, it is also vital to note that there is still an important role to be played by the traditional pharma sales reps. The industry is currently rethinking the sales force model. How can pharmaceutical companies revitalize their sales model and regain their consultative status and influential role in physician’s choice of  medicines?

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Demystifying Pharma SFE – Sales Force Effectiveness standard

Sales Force Effectiveness is a strategy that enables the sales force to target bulk of its effort towards highly profitable customers and limit coverage of less profitable physicians. It involves around sales team strategy, talent management, remuneration and support processes. What is Sales force effectiveness(SFE) in the pharma context? SFE is all about keeping your company ahead of shifting market dynamics by rapidly developing and evolving new sales models around physician access and detailing channels. It’s very important to develop physician trust and confidence around all aspects of the pharma business. SFE in pharma is also achieved when cross functional departments compliment  during the critical product launch phase. This helps management review on-the-fly performance analysis and keep up compliance with ...

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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

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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.