Sales Force Effectiveness
SFE will help you with changes in the company, as well as during the critical phase of product launch. We help management oversee ongoing performance analysis and maintain compliance with ever-increasing regulatory changes.
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Using advanced predictive models to evaluate sales force effectiveness by varying organization size, hierarchy, geography, workloads by incorporating business rules and constraints for finding out the Key Result Areas.
Sales Force Effectiveness tools provide key insights into the effectiveness of messaging, materials, sales tactics and insights to medical reps on doctor prescribing behavior. It’s all about having the right data, performance management, and communication tools working for you as an enabler to meet Sales Force Effectiveness in Pharmaceutical industry.
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Old-fashioned segmentation models which simply target high prescribing physicians will be replaced by more advanced and more impactful models. For example, a more statistically-driven approach that targets under-served physician segments is more likely to get a positive response to sales visits – and can add a vital few percentage points to sales.
Segmenting physicians and other new stakeholders into behavioral and attitudinal segments will allow for tailored messages to be developed and more meaningful interactions to be held. This concept of differentiated detailing can be enabled and brought to the next stage with the help of innovative technology.
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One of the important tools to motivate your sales team is to set up right incentives scheme. We have several years of experience in calculating and setting up bonus schemes, we can help you define the optimal bonus scheme for your sales team.
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Almost no pharma company was looking at sales force effectiveness from the perspective of how the roles of people it should be selling to – those who influence prescribing – were changing, and how their individual needs were changing. Today that position has reversed. The dominant themes in sales force effectiveness nowadays are more related to aligning the sales force approach with the new realities of the healthcare environment.
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The use of new technologies such as social media, applications, websites, RTE, iDetail, Mass mail and communication in a digital environment can help you immensely to improve SoV and increase your competitive advantage.
We will help you with the implementation of new technologies that will provide increased interaction with doctors and effectiveness in communicating with your customers, extending the length of interviews and increasing SoV.
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