The nature of sales force in pharma industry is rapidly changing. The last two years have seen almost all sales forces increase in size with an average sales force growing by 20% due to limited physician access. Pharma companies are looking to squeeze out competition by expanding their sales force. Therefore there is a need for executing sales force, optimization and growth, throughout focused strategy.
Commercial excellence goes far beyond the activities of the sales force, and bracing all commercial interactions with customers. Ultimately it aims to optimize impact by maximizing profit contributions on all levels. Commercial excellence as we understand it comprises three dimensions: sales excellence, customer excellence and new business model. The ability to be an efficient sales representative depends on two capabilities: being technology and product aware and what’s more being able to sell solutions rather than products. What do you think – Is there is a need to change the commercial model?
With this in mind the 3rd Annual Pharma Commercial and SFE Summit gathers all pharma SFE professionals in one place to find out how to elaborate and implement competitive SFE strategy.