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HOW TO BOOST
Sales Force Efficiency
Investment in SFE!
The crucial role of pharma representatives!
Satisfied. Or not?!
According to a survey, 76% of respondents said they are very or somewhat satisfied in
their jobs.
In fact, 47% of those medical sales employees also said they’re not looking for a new
job.
Reasons of underperforming!
How to make your sales force more performant?!
Too many new hires = lower performance!
Quick access to resources!
“Salespeople are spending hours searching for information and recreating things. They
are mobile and doing things in the car or a coffee shop. The resources should be
available to them, and access to those resources can now be enabled with
technology.”
– Nicholas Lihou, Head of global sale enablement at Xerox.
Professional growth1
• Website/landing page
• Articles
• Surveys
• Trainings and webinars
• Educative forums
• Newsletters
• Videos
• Applications
High-quality content2
• Chanelless
• Omnipresent
• Flexible
eDetailers that convert!
• Dynamic story flow
• 360 customer view
• Conversation follow-up
• Multiple channels supported
• Value-based attraction
• Live and familiar information for HCPs
• Back up information
• No overload of key messages
• Regular updates
• Use videos and animated figures
Align your strategies and workforce3
Understanding HCPs needs4
Not all physicians have to be approached in a same way, with a fixed call flow.
Refer to the previous communication history and meet the behavioral patterns
of your conversational pattern.
What HCPs value!
Drive motivation5
• Certain level of autonomy
• Promotion
• Training sessions
• Outdoors activities
Optimization tips6
• Ability to respond to pressures from customers, competitors & changing
economy
• Medical reps can better target, prioritize, assess physician needs and develop
solutions around those needs
• Sales reps develop their competencies according to the current market needs
• Growing physician satisfaction and loyalty resulting in repeat sales(RRx)
• Identify all factors really influencing prescriber behavior including messages
which are having the most impact on actual prescribing
• Optimize all relevant resources for a brand or portfolio across multiple regions &
activities
Digitalize!
Currently, around 90% of Pharma reps are equipped with a mobile device, but
only a small percentage use digital content consistently in their interactions with
HCPs.
Choosing the right platform7
• Possibility to engage with customers any place any
time
• Panoramic customer view of how the message
resonates through multiple channels
• Advanced reports for field activities monitoring and
optimization with flexible KPIs in place
Optimize KPI!
• Production Cost
• Production Time Lag
• Sales Productivity
• Interaction Engagement
• Interaction Impact
Updated data records8
Presentation slides have to encourage active conversation: the doctor can
move sliders, take surveys, or drag & drop elements.
Pharma goes online!
68% of doctors already prefer online mode of communication for a very
simple reason - it is more convenient for them
• More comprehensive database coverage
• Integration between communication channels
• Choice of meeting types
• Exceptionally longer call duration
• More frequent engagements at any time
• No additional software required
• Integration with Salesforce.com
9 Remote detailing to drive performance
Channels are coming!
checklist
Over perform your marketing plan!
eWizard: unique platform for efficient
pharma marketing
• Automatic conversion of PDF, PowerPoint,
InDesign into CLM presentation
• Storage and access to globally-approved
content
• Fast and easy editing, localization,
adaptation of content
• One message/idea is available for
promotion across multiple channels
• Integration with VEEVA, IQVIA, and other
systems
chelist
THANK YOU!
info@viseven.com
viseven.com

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Boost Your Sales Force Efficiency for Powerful HCPs Engagement

  • 1. HOW TO BOOST Sales Force Efficiency
  • 3. The crucial role of pharma representatives!
  • 4. Satisfied. Or not?! According to a survey, 76% of respondents said they are very or somewhat satisfied in their jobs. In fact, 47% of those medical sales employees also said they’re not looking for a new job.
  • 6. How to make your sales force more performant?!
  • 7. Too many new hires = lower performance!
  • 8. Quick access to resources! “Salespeople are spending hours searching for information and recreating things. They are mobile and doing things in the car or a coffee shop. The resources should be available to them, and access to those resources can now be enabled with technology.” – Nicholas Lihou, Head of global sale enablement at Xerox.
  • 9. Professional growth1 • Website/landing page • Articles • Surveys • Trainings and webinars • Educative forums • Newsletters • Videos • Applications
  • 10. High-quality content2 • Chanelless • Omnipresent • Flexible
  • 11. eDetailers that convert! • Dynamic story flow • 360 customer view • Conversation follow-up • Multiple channels supported • Value-based attraction • Live and familiar information for HCPs • Back up information • No overload of key messages • Regular updates • Use videos and animated figures
  • 12. Align your strategies and workforce3
  • 13. Understanding HCPs needs4 Not all physicians have to be approached in a same way, with a fixed call flow. Refer to the previous communication history and meet the behavioral patterns of your conversational pattern.
  • 15. Drive motivation5 • Certain level of autonomy • Promotion • Training sessions • Outdoors activities
  • 16. Optimization tips6 • Ability to respond to pressures from customers, competitors & changing economy • Medical reps can better target, prioritize, assess physician needs and develop solutions around those needs • Sales reps develop their competencies according to the current market needs • Growing physician satisfaction and loyalty resulting in repeat sales(RRx) • Identify all factors really influencing prescriber behavior including messages which are having the most impact on actual prescribing • Optimize all relevant resources for a brand or portfolio across multiple regions & activities
  • 17. Digitalize! Currently, around 90% of Pharma reps are equipped with a mobile device, but only a small percentage use digital content consistently in their interactions with HCPs.
  • 18. Choosing the right platform7 • Possibility to engage with customers any place any time • Panoramic customer view of how the message resonates through multiple channels • Advanced reports for field activities monitoring and optimization with flexible KPIs in place
  • 19. Optimize KPI! • Production Cost • Production Time Lag • Sales Productivity • Interaction Engagement • Interaction Impact
  • 20. Updated data records8 Presentation slides have to encourage active conversation: the doctor can move sliders, take surveys, or drag & drop elements.
  • 21. Pharma goes online! 68% of doctors already prefer online mode of communication for a very simple reason - it is more convenient for them
  • 22. • More comprehensive database coverage • Integration between communication channels • Choice of meeting types • Exceptionally longer call duration • More frequent engagements at any time • No additional software required • Integration with Salesforce.com 9 Remote detailing to drive performance
  • 25. Over perform your marketing plan! eWizard: unique platform for efficient pharma marketing • Automatic conversion of PDF, PowerPoint, InDesign into CLM presentation • Storage and access to globally-approved content • Fast and easy editing, localization, adaptation of content • One message/idea is available for promotion across multiple channels • Integration with VEEVA, IQVIA, and other systems