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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)
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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.