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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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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.