The Challenge of Growing Pharma Sales

A global head of sales at a pharma company recently told me that “only 15% of our sales calls end in a positive outcome.”  In the context of a new medical innovation where there is a high unmet patient need, this means patients are not getting rapid access to medicines that can positively impact or…

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Three Must-Haves for Pharmaceutical Sales Representative Training

Pharmaceutical Sales Representative Training Needs Updating Sales teams throughout the healthcare industry encountered new challenges due to the pandemic, much of which was due to not being able to visit prospects and customers physically. Even the best pharma sales reps found themselves struggling to be as effective in a virtual world as they were in…

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Announcement: Quantified Adds Former Novartis SVP Andreas Mueller to Advisory Board

Quantified, an advanced conversation intelligence and AI-powered coaching platform leveraging behavioral science, data, and artificial intelligence to make every communication a winning conversation, announced today that Andreas Mueller has joined the company’s advisory board. Andreas is a seasoned IT/Technology leader with extensive experience ranging from Fortune 50 companies through to startups and was most recently…

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What to Look for in the Best Sales Training in Pharma

The Best Sales Training in Pharma Needs a Refresh The pandemic brought new challenges for sales teams everywhere, and the healthcare industry is no exception. Training programs for pharmaceutical sales reps were forced to go through redesigns to ensure they can (a) be delivered virtually and (b) help field force reps learn to relate to…

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Revamping Pharma Sales Force Effectiveness Metrics

Why Pharma Sales Force Effectiveness Metrics Changed In general, traditional pharma sales force effectiveness metrics cover reach and frequency, self and manager assessment of good selling outcomes, and prescription data (total prescriptions (TRx) and new-to-brand (NBRx)). Sales effectiveness measures whether a sales process can grow company revenue and satisfy customers at the same time. It…

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What Are the Best Pharmaceutical Sales Coaching Tools?

Why Using Pharmaceutical Sales Coaching Tools Motivates Reps It may be no secret to you at this point that your sales reps face more challenges than ever before. Virtual customer calls imposed a whole new set of hurdles that you and your team can only overcome with the right pharmaceutical sales coaching tools.  A recent…

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Top Pharmaceutical Sales Rep Tips

The Case for Pharmaceutical Sales Rep Tips in a Virtual Age Applying specific pharmaceutical sales rep tips for virtual times is a must. Traditional coaching practices and motivational techniques may not be as effective for your field force today. They need to develop strong empathy and connection, even more now, at a time when healthcare…

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Optimizing Pharmaceutical Sales Training Programs for Video Detailing Calls

The Main Challenges for Pharmaceutical Sales Training Programs in the Post-Pandemic Years Sales teams everywhere faced new challenges thanks to the pandemic, and the healthcare industry is no exception. Managers are reshaping pharmaceutical sales training programs so sales reps can be just as empathetic with healthcare providers (HCPs) online as they are face-to-face. Below is…

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The Best Pharmaceutical Selling Techniques for the “New Normal”

Why Did Pharmaceutical Selling Techniques Change? Without a doubt, the pandemic changed the way many companies do business, including how the pharmaceutical and healthcare industries communicate with healthcare practitioners (HCPs). This is why the field forces have implemented pharmaceutical selling techniques to fulfill their mission of helping HCPs find out about new treatments so they…

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