What makes an ideal modern pharma sales representative and what skills, knowledge, tools, training and incentives will make them really effective?
Trends and Innovations in Sales Force Effectiveness is an important report for anyone looking to optimise their field sales force performance. This reports offers critical insights for sales and training planners and management based on the experience and opinions of eight pharma industry experts who have led sales force change in their organisations across the US and Europe.
Answers to Key Questions
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Table of Contents
for Trends & Innovations Sales Force Effectiveness [Published by FirstWord Pharma]
1. Executive Summary
2. Research Objectives and Methodology
4. Part One: The New Rep Imperative
4.1.Pharma reps are not the next dodo
4.2.Rep transformation is underway with digital tools
4.3.Change has bred a new batch of challenges
4.4.Challenge One: Customer Satisfaction
4.5.Challenge Two: Differentiation
4.6.Challenge Three: Change Management
4.7.Five solutions for sales force effectiveness
5. Part Two: Optimised Tools For Empowered Reps
5.1.Flexibility is the most powerful tool on the market
5.2.Focus on what you’ve got
5.3.How to stand out in the era of the tablet-rep
5.4.Optimise backend tools for organisational efficiency
5.5.Google as CRM alternative
5.6.Low-tech tools still have role to play
5.7.Cater to patients with health apps
5.8.Simple coupons and stickers can have a big impact
5.9.Finally, don’t forget the human touch
6. Part Three: The Training Imperative
6.1.Good coaching is the single biggest gap for sales managers
6.2.Start with customer curiosity
6.3.Train adaptability so reps can learn on the job
6.4.The Genentech Respiratory Model: Field-based coaches customise training
6.5.Digital tools help manage greater sales training volume
6.6.Digital tools are a good vehicle for local training
6.7.Drawbacks of e-training tools
6.8.Make e-training “virtual but live”
6.9.Competition, games, fun
6.10.Bayer smartphone pilot in Ireland
6.11.Companies embrace smartphones for training
6.12.The future of training: Personalisation
7. Part Four: Rethinking Incentive Plans for 2015 and Beyond
7.1.An era of experimentation
7.2.Misguided moves toward relative-rank pools
7.3.GlaxoSmithKline does away with sales-based pools altogether
7.4.Flexibility is key for incentive plans in 2015
7.5.Creating customised incentive plans with MBOs
7.8.Everyday incentives can kickstart major behaviour change
7.9.At the end of the day, keep it simple and balanced
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This report is published by FirstWord Pharma
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