Pharma Veterans

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 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...