At any organization, effectively managing Pre-sales activities and Post sales customer relations is always a tough task for the sales.
SFA for Pharma companies
An industry like Pharma, where a vast number of sales force is to be manage, it is inevitable that, the companies has to look for smarter options. One of the productive and feasible solutions would be to migrate the sales process management to an online platform.
Once the process is made online, the sales representatives are provided with the updated information, no matter where they are. It helps in 3 ways.
Representatives have a complete perspective of their entire sales cycle at any given point of time
Manages get a real time perspective of the entire activity of his team, which will help him to manage it well.
Corporate HQ gets instant data from the field, which they can leverage for marketing and Research purpose.
Benefits
Reduces Communication time and cost between the sales representatives / Managers and HQ
It also helps to build and manage a perfect response plans in real time based on the data from the sales representatives, before their competitors can gain significant market share.
It helps to maintain a detailed and updated customer profiles ( Doctors / Chemist / Hospitals) in easy to use form.
Helps in managing the activity of sales force, to mange the routes they work, and also the task they work on.
Any time anywhere access of the system will enable each sales staff to instantly report the superiors.
It helps each user to get a details analysis and reports on the entire activity and statistical data which will empower them for better planning.
It will help the Marketing department to get insight into strategy execution and success from the field.
It helps to remove, mundane, repetitive, strenuous work from the sales force.
Pharma companies are required to continuously optimise their sales force resources and effectiveness, as they tighten their focus on profitability, as well as revenue growth, because as companies invest heavily in the development and marketing of new therapies, they are also increasingly focusing on Return on Investment (ROI). In a dynamic market like this, where new competitive threats emerge rapidly, there are bound to be massive changes overnight. Hence, there arrives a need to implement a repetitive and a constant learning model that will enable companies to identify different market shifts and build response plans in real time before their competitors can gain significant market share
An automation tool can also create a platform where the field force can communicate with the organisation, as well as with the first line manager at anytime from anywhere. The product based objections and feedback from doctors can be instantly communicated and solutions and replies requested. Product updates can be broadcasted to the field and any new launches can be instantly communicated.
