Pharma Veterans

Pharma Selling in Five Years – The Shape of Things to Come – Asrar Qureshi’s Blog Post #1147 Dear Colleagues! This is Asrar Qureshi’s Blog Post #1147 for Pharma Veterans. Pharma Veterans Blogs are published by Asrar Qureshi on its dedicated site https://pharmaveterans.com. Please email to pharmaveterans2017@gmail.com  for publishing your contributions here. Credit: Abdul Batin Credit: Antoni Shkraba Credit: Tima Miroshnichenko Preamble This is a broad vision of how pharmaceutical selling may look like by 2030. The Current Reality Pharmaceutical selling is still heavily relationship driven. Doctors, pharmacists, and hospital buyers trust sales reps who bring credibility, responsiveness, and personalized discussions. Unlike many other industries, face-to-face selling continues to dominate because: Prescribers rely on human interaction and nuanced discussions. Regulatory restrictions limit direct-to-consumer pharma marketing in many countries, particularly Pakistan Complex therapies (...

Sales Force Effectiveness – Last Part – Challenges & Opportunities – Asrar Qureshi’s Blog Post #783 Dear Colleagues!  This is Asrar Qureshi’s Blog Post #783 for Pharma Veterans. Pharma Veterans welcome sharing of knowledge and wisdom by Veterans for the benefit of Community at large. Pharma Veterans Blog is published by Asrar Qureshi on  WordPress, the top blog site. Please email to asrar@asrarqureshi.com for publishing your contributions here. Photo Credit: Moose Photos Photo Credit: Polina Zimmerman Photo Credit: Tima Miroshnichenko Continued from Previous…… Pharmaceutical Industry Challenges Sales force effectiveness is apparently less popular in the pharmaceutical industry, maybe there are some unique challenges and factors that can make it more difficult to implement effectively. Here are some reasons why: Physician access: Many healthcare providers are increasingly difficult to access, as they are under pressure to see more patients and have less time for sales repre...

Sales Force Effectiveness – Part 4 – SFE Implementation – Asrar Qureshi’s Blog Post #781 Dear Colleagues!  This is Asrar Qureshi’s Blog Post #781 for Pharma Veterans. Pharma Veterans welcome sharing of knowledge and wisdom by Veterans for the benefit of Community at large. Pharma Veterans Blog is published by Asrar Qureshi on  WordPress, the top blog site. Please email to asrar@asrarqureshi.com for publishing your contributions here. Photo Credit: Christina Morillo Photo Credit: Jonathan Borba Continued from Previous…… SFE Framework for Implementation The following is a framework for sales force effectiveness. For any pharma company already in marketing business for few years, most of the elements are already available. Realignment and little bit of restructuring may be required.  Strategy : This involves defining the sales team's objectives, setting targets, and developing a plan to achieve them. The strategy should be aligned with the overall business goals of the organ...

Sales Force Effectiveness – Part 3 – Purpose & Practices – Asrar Qureshi’s Blog Post #780 Dear Colleagues!  This is Asrar Qureshi’s Blog Post #780 for Pharma Veterans. Pharma Veterans welcome sharing of knowledge and wisdom by Veterans for the benefit of Community at large. Pharma Veterans Blog is published by Asrar Qureshi on  WordPress, the top blog site. Please email to asrar@asrarqureshi.com for publishing your contributions here. Photo Credit: RODNAE Productions Photo Credit: RODNAE Productions Photo Credit: Diva Plavalaguna Continued from Previous…… SFE Purpose The sole purpose of SFE is to maximize growth. Period. SFE Practices Let me emphasize again, for clarity, that Sales Force Effectiveness is to be measured at the level of each salesperson, if you really wish to have meaningful SFE. It must be built bottom up and should not be generalized to get quick results. It can be challenging due to several factors such as absence of enough data, but the quest must go on....

Sales Force Effectiveness – Part 2 – Benefits & Fundamentals – Asrar Qureshi’s Blog Post #779 Dear Colleagues!  This is Asrar Qureshi’s Blog Post #779 for Pharma Veterans. Pharma Veterans welcome sharing of knowledge and wisdom by Veterans for the benefit of Community at large. Pharma Veterans Blog is published by Asrar Qureshi on  WordPress, the top blog site. Please email to asrar@asrarqureshi.com for publishing your contributions here. Photo by: RODNAE Productions Photo by: Tima Miroshnichenko Photo by: Tran Nhu Tuan Continued from Previous…… Benefits of SFE Sales force effectiveness programs can bring numerous benefits to a company, including but not limited to: On-target strategy and execution: The data generated through SFE program can be used to design strategies which are targeted at specific needs. The marketing and sales should sit together to jointly design programs which are aimed at achieving effectiveness which is practical and possible. The usual gap between...

Sales Force Effectiveness – Part 1 – Definition & Concept, Need & Importance – Asrar Qureshi’s Blog Post #778 Dear Colleagues!  This is Asrar Qureshi’s Blog Post #778 for Pharma Veterans. Pharma Veterans welcome sharing of knowledge and wisdom by Veterans for the benefit of Community at large. Pharma Veterans Blog is published by Asrar Qureshi on  WordPress, the top blog site. Please email to asrar@asrarqureshi.com for publishing your contributions here. Photo Credit: Antoni Shkraba Photo Credit: cottonbro studio Photo Credit: Thirdman Sales Force Effectiveness – SFE – gained popularity worldwide about three decades ago. However, in Pakistan, it has come less than a decade ago. It is still practiced by few pharma companies, and that also with varying degrees of proficiency.  I wrote a concept paper on SFE for the CEO in 2014. It was titled ‘Sales Force Effectiveness – Concept and Application’. When I read it now, it is still valid by and large. I may take few port...

Dear Colleagues!  Today is Pharma Veterans Blog Post #129. Pharma Veterans shares your wealth of knowledge and wisdom with others for the benefit of entire Pharma Community. It aims to recognize and celebrate the Pharma Industry Professionals.  Pharma Veterans Blog  is published by Asrar Qureshi on WordPress , the top blog site. Please share your stories, ideas and thoughts. Please email to asrar@asrarqureshi.com for publishing your contributions here . I had compiled a working paper on Sales Force Effectiveness some time back on demand. While writing this paper, I researched and tapped several resources whom I gratefully acknowledge. It is not possible for me to acknowledge all of them separately by name, but it neither diminishes their contribution in it, nor my gratitude for them. Sales Force Effectiveness (SFE) Part II Five Pharma Specific, SFE Actions 1.     Understand what really defines sales performance and be able to distin...

Dear Colleagues!   Today is Pharma Veterans Blog Post #128. Pharma Veterans shares your wealth of knowledge and wisdom with others for the benefit of entire Pharma Community. It aims to recognize and celebrate the Pharma Industry Professionals.  Pharma Veterans Blog  is published by Asrar Qureshi on WordPress , the top blog site.  Please share your stories, ideas and thoughts. Please email to asrar@asrarqureshi.com for publishing your contributions here . I had compiled a working paper on Sales Force Effectiveness some time back on demand. While writing this paper, I researched and tapped several resources whom I gratefully acknowledge. It is not possible for me to acknowledge all of them separately by name, but it neither diminishes their contribution in it, nor my gratitude for them. Sales Force Effectiveness (SFE) Definition Sales Force Effectiveness (SFE) has been defined in several ways. Two fundamental approaches to define ...