{"id":3491,"date":"2022-08-19T09:38:09","date_gmt":"2022-08-19T09:38:09","guid":{"rendered":"https:\/\/pharmadvisor.fr\/evolution-des-metiers-de-ventes-dans-lindustrie-pharmaceutique\/"},"modified":"2022-08-22T18:07:52","modified_gmt":"2022-08-22T18:07:52","slug":"evolution-of-sales-forces-in-pharmaceutical-companies","status":"publish","type":"post","link":"https:\/\/pharmadvisor.fr\/en\/evolution-of-sales-forces-in-pharmaceutical-companies\/","title":{"rendered":"Evolution of sales forces in pharmaceutical companies"},"content":{"rendered":"<p><img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-3236\" src=\"https:\/\/pharmadvisor.fr\/wp-content\/uploads\/2022\/08\/metiers-de-forces-de-ventes-dans-industrie-pharmaceutiques.jpg\" alt=\"\" width=\"450\" height=\"675\" srcset=\"https:\/\/pharmadvisor.fr\/wp-content\/uploads\/2022\/08\/metiers-de-forces-de-ventes-dans-industrie-pharmaceutiques.jpg 640w, https:\/\/pharmadvisor.fr\/wp-content\/uploads\/2022\/08\/metiers-de-forces-de-ventes-dans-industrie-pharmaceutiques-320x480.jpg 320w\" sizes=\"auto, (max-width: 450px) 100vw, 450px\" \/><\/p>\n<p>Considering that 50% of the Healthcare Professionals are dissatisfy of interactions they have with pharmaceutical companies\u2019 sales reps, they remember their simple expectations:<\/p>\n<ol>\n<li>To Save time<\/li>\n<li>To obtain useful information<\/li>\n<li>To have a sale act well execute<\/li>\n<\/ol>\n<p>A medical Sales Reps repeating monthly the same message will sature and limit the acceptation of its physician.<\/p>\n<p>A pharmaceutical sales reps using only a order aids will not bring added value to its pharmacists in regards to the given time.<\/p>\n<p>sales forces need to make their revolution if they want to have a high behavior purchase impact on physicians and pharmacists. <strong>Therefore, they need to support HCP to perform their daily practice<\/strong> in bringing more high added value services to have an extraordinary customer experience.<\/p>\n<p>Personalized Orchestred Customer Relationship (POCR), represent the joining customer-seller effort to be addressed depending on the content, the channel and the call frequency.<\/p>\n<p>At Pharmadvisor we considered 4 channels<\/p>\n<ul>\n<li>Phoning<\/li>\n<li>Video conference<\/li>\n<li>Personalized e-mailing<\/li>\n<li>In person interaction (face-to-face)<\/li>\n<\/ul>\n<p>As the face-to-face meeting is the more impactful call, each interaction at least to be made in the best conditions for a maximal customer conversion rate<\/p>\n<p>2 key indicators to assess the efficiency of our face-to-face interaction:<\/p>\n<p>Deux indicateurs essentiels peuvent en valider l\u2019efficience\u00a0:<\/p>\n<ol>\n<li><strong>A Key quality execution indicator<\/strong> based on the quality of each interaction with systematic feedback given by the customers (at least 1 \/ year) mainly in case of expected future client just converted<\/li>\n<li><strong>A key performance indicator <\/strong>like the number of clients gain to the brand (for example in case of pharmacy)<\/li>\n<\/ol>\n<p>The transformation is in progress\u2026 to be continue!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Considering that 50% of the Healthcare Professionals are dissatisfy of interactions they have with pharmaceutical companies\u2019 sales reps, they remember their simple expectations: To Save time To obtain useful information To have a sale act well execute A medical Sales Reps repeating monthly the same message will sature and limit the acceptation of its physician&#8230;.<\/p>\n","protected":false},"author":1,"featured_media":3325,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[68],"tags":[],"class_list":["post-3491","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-force"],"_links":{"self":[{"href":"https:\/\/pharmadvisor.fr\/en\/wp-json\/wp\/v2\/posts\/3491","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pharmadvisor.fr\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/pharmadvisor.fr\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/pharmadvisor.fr\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/pharmadvisor.fr\/en\/wp-json\/wp\/v2\/comments?post=3491"}],"version-history":[{"count":1,"href":"https:\/\/pharmadvisor.fr\/en\/wp-json\/wp\/v2\/posts\/3491\/revisions"}],"predecessor-version":[{"id":3492,"href":"https:\/\/pharmadvisor.fr\/en\/wp-json\/wp\/v2\/posts\/3491\/revisions\/3492"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/pharmadvisor.fr\/en\/wp-json\/wp\/v2\/media\/3325"}],"wp:attachment":[{"href":"https:\/\/pharmadvisor.fr\/en\/wp-json\/wp\/v2\/media?parent=3491"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/pharmadvisor.fr\/en\/wp-json\/wp\/v2\/categories?post=3491"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/pharmadvisor.fr\/en\/wp-json\/wp\/v2\/tags?post=3491"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}