NEW TITLE OF PHARMA SALES REP !!!
Pharmaceutical
companies will have an engagement with physicians via internet access. A
scientific meeting will be organized and held over the internet will create a different social gathering
There are couple of reason to save and keep reps in that healthcare
loop but need to enable them to become savy internet users thus bloggers
maybe !!
Rather than distributing designated territories to sales reps, a blog and its audience given to a rep which is covering territory and its stakeholders might be more useful. However, the success of sales reps may be evaluated with his/her blog's ratings or number of ''like'' regarding the article published or viral items along with the brand preference in the territory based on IMS data. Or the number of viral meetings held and social gatherings’ success which is reflected by post meeting Q&A results.
These days a discussion is still going on regarding the definition of a new KPI due to evolving working conditions and changing enviroment. As anyone can anticipate; access to information has become an easy to reach matter by stakeholders. Therefore, the important aspect has to be considered is to attract attention of those stakeholders for to engage them via web site, blog, Twitteror facebook account etc.
Rather than distributing designated territories to sales reps, a blog and its audience given to a rep which is covering territory and its stakeholders might be more useful. However, the success of sales reps may be evaluated with his/her blog's ratings or number of ''like'' regarding the article published or viral items along with the brand preference in the territory based on IMS data. Or the number of viral meetings held and social gatherings’ success which is reflected by post meeting Q&A results.
These days a discussion is still going on regarding the definition of a new KPI due to evolving working conditions and changing enviroment. As anyone can anticipate; access to information has become an easy to reach matter by stakeholders. Therefore, the important aspect has to be considered is to attract attention of those stakeholders for to engage them via web site, blog, Twitteror facebook account etc.
Who is going to be able to achieve that
engagement and how? At this point, the help of sales reps may be a great contribution
for the company .Reps will be in touch
with stakeholders, with a face to face or via internet meetings. This is
in order to inform them about the social channels, digital tools of the company. Herewith the advantages
over the competitions will be discussed. Of course another competition field
has just established for pharma co's. Therefore, the sales rep title may
be transformed to a new title and naturally will have a new mission to
achieve such as company’s external affairs customer representatives
and the mission is to establishment of the engagement via available digital
channels. I hope this imagination help of you while preparing marketing &
sales strategies :)
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