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Sales Force Strategy in the Digital World

Participants

Opinions

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Description

Most pharma companies operating in India, understand the significance of their sales force – the powerful driver of revenues. Salesforce is also responsible for establishing and maintaining relationships with various stakeholders - like HCPs (doctors), retail pharmacies, distributors and in some cases, patient organizations or caregivers to patients.

Unfortunately, Pharma companies (MNC and domestic) lack a comprehensive understanding of sales organisations. Pharma companies are like The Blind Men and the Elephant - “different functions have different perspectives, leading to distinct points of view”.

Sales organisations are complex and difficult to understand and therefore, extremely challenging to lead and develop sales teams. This is why most pharma companies do not have a clear strategy on “How to Improve Sales Force Effectiveness in the Digital World”.

Smarter pharma companies have started taking an active interest in doing things digitally, to enhance the experience for doctors and other stakeholders, by giving them access beyond the face to face (F2F) interface. The key to making digital engagement work - is realising what are digital’s virtues and learning to maximise them.


With no clear end in sight to the COVID-19 pandemic, the fluctuations that we have been experiencing across the healthcare treatment and delivery continuum are likely to remain. The question is, what does that mean for pharma companies and their interactions with doctors and other key stakeholders?

 

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Digital Excellence Pharma Academy

27 Nov 2020 16:16 Pinned

You can watch Wednesday's session here: https://www.youtube.com/watch?v=puxhaQ0y7ms&feature=youtu.be

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Sandeep Varma

27 Nov 2020 19:03

Thanks Deep and Anup for a great conversation, as a follow up for Wednesday's webinar by Deep. Many good insights for Sales & Marketing Leadership to learn and implement to create win-win situation for Pharma & HCPs. Look forward for more on Digital...

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Digital Excellence Pharma Academy

28 Nov 2020 05:54

Thank you Sandeep - the next one by Susan Josi will do just that - create win-win situation for Pharma & HCPs.

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Satya Mahesh Kallakuru

25 Nov 2020 20:50

Thank you Deep Sir. Wonderful talk. The approach is very practical.

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Deep Bhandari

27 Nov 2020 00:14

Thanks Satya truly appreciate your comments and I am glad you find the approach practical. 

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Amlesh Ranjan

25 Nov 2020 20:29

Thoroughly enjoyed your talk dear Deep. Immense value for the current times.

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Deep Bhandari

27 Nov 2020 00:16

Thanks Amlesh, truly appreciate your encouraging comment. 

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Parul Sood

25 Nov 2020 20:14

This was a very nice and practical talk ! Much help. Thanks Deep sir ..

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Deep Bhandari

27 Nov 2020 00:17

Thanks Parul, I am glad you liked the talk and find the approach practical. 

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Vivek Hattangadi

25 Nov 2020 17:07

Superb! Thank you for sharing your thoughts!

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Deep Bhandari

27 Nov 2020 00:18

Thanks Vivek Sir for your continuous encouragement and support. 

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Digital Excellence Pharma Academy

24 Nov 2020 16:02

What are the most effective and preferred channels to engage HCPs, in addition to F2F calls?
36 Votes
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Anonymous

24 Nov 2020 17:26

Remote detailing is effective, if the customer is interested only. Otherwise WhatsApp, Mobile, Video calls and SMS are next available useful tools for brand glance.

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Anonymous

24 Nov 2020 20:33

Field force by virtue of association with Phycisians can use Remote detailing as alternate to reach Phycisians for better brand recalls.

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Deep Bhandari

27 Nov 2020 00:19

Thanks for your comments, and I completely agree