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Sales force competitiveness

Pharmaceutical companies increasingly depend on their field force (FF) to drive top line growth. The sales statistics alone cannot give the insights for performance or non-performance.

To gain a better understanding of sales performance, organizations must effectively track and manage key behaviours and activities of their Field Force.

In the age of branded generics and fast track new product launches, adding loyal customers is more important than sales per se.

Doctors’ feedback will help evolve a benchmark (Sales Force Index) for in-clinic effectiveness of FF and understand doctor’s perception of client FF vis-a-vis competition on the basis of Key Performance Indicators.

The perceptual mapping of the company & its field force with respect to competition can be done on overall as well as doctor specialty wise.

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