Tags ArchivesMedical Reps

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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A Day in the life of a Medical Sales Representative (MR) in India standard

Indian pharmaceutical industry is one of the fast growing sectors of the Indian economy and ranks among the top-15 drug manufacturing countries in the world. Much of this credit goes to Medical Sales Representatives(also known as MR, ABM, PSR) who are solely responsible for the promotion of products among Physicians, Hospitals and pharmacies, and accountable for sales results. They act as the face of the Pharma company – contributing to a better quality of life for customers, building goodwill, increasing the company’s market share. We interviewed Mr. N. George – a 3 year experienced Specialist Medical Rep who works at a top Vaccine marketing company in India. This interview gives us a first hand insight into the life and challenges ...

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How to collect & maintain physician profile for effective MCL targeting? standard

How to Target & Segment customers? Targeting is the process of segmenting the most valuable customers to enable your sales force to dedicate their effort to highly profitable customers and limit coverage of less profitable physicians. From our past Pharma CRM implementations, we have observed that even small improvements in targeting can help pharma marketing companies generate substantial sales growth. Savvy Sales Managers are reinventing their sales approaches to respond to new market environments. In India, most of the physician profile data is collected directly by the reps through field observation & customer interviews. This is largely because no 3rd party data is available unlike the American & European countries. To effectively target doctors , the medical sales reps work ...

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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.