Tuesday, December 09, 2008

4 biggest shifts in pharma SALES strategies coming in 2009

When PharmaVoice editor Taren Grom asked me, “What will be the biggest strategy shift related to sales forces in the next several years?,” my answer was guided by C.H.EM.

I replied:

Finally, the interruptive model of detailing will be dead. The only sales forces – and representatives – to survive will be ones that truly add value to the physician’s practice.

1. Reps will learn to fit into the doctor’s world, not try to disrupt it;
2. They will know how to use their real data, not distort it;
3. They will communicate meaningful information, not slick scripted pitches; and
4. They will help physicians and their staffs show patients how to get the most from therapies.

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