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Statistical Evidence of the Value of Practice for Pharma Sales

Ah, the President’s Club. Perhaps the most prestigious recognition in sales, awarded to top achievers who have met and often exceeded ambitious sales goals. The award often comes with cash prizes or exclusive, all-expense paid vacations to high-end locations. The more indelible benefit is being able to add “President’s Club winner” to one’s resume.  What…

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How to Measure Sales Coaching Effectiveness in Pharma

Sales coaching has remained relatively the same for the past few decades, with promising technologies like AI still considered alternative to some pharma sales organizations. While AI sales coaching may seem like a nice-to-have or an impersonal approach, it’s quickly proving to be an essential, highly individualized tool to take sales to another level, particularly…

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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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