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 ...