report Archives - Pharma Marketing & Sales News

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 2014, think Beyond Excel based Daily Reporting(DCR) for your MRs standard

Daily Call Reporting in Excel sheet Excel is a powerful & ubiquitous analytical tool for small business analysis, but it lacks strong audit and error-checking capabilities. Pharma marketing companies especially in South East Asian countries, use Excel to store(create Master Data) and act(send daily reports) on customer information. It’s affordable and user-friendly. But just as businesses can outgrow office or retail space, they can outgrow excel based customer information management tools too. Excel was not made to act as an Daily Reporting System, It prevents good analysis and reporting. Traditional Daily Call Reporting workflow in India: DCR Formats in excel sheets, are sent to all Medical Reps and instructed to fill out every day and sent via email to an ...

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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 ...

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)

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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Understand what really defines Pharma sales performance...

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Understand what really defines Pharma sales performance...

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