Focusing on Quality Not Quantity

The switch to account management in pharma and life sciences is on! GSK recently announced they are fazing out the focus on call and prescription volume and switching to overall quality of the calls.

It’s about time! This is a trend that is past due in the life sciences industry, particularly pharma. We have been seeing a need and desire for companies to move away from pushing their reps to do as many calls a day as they can and focus more on building relationships and being a much better value add to the physician and healthcare practitioner.

I am convinced the result will be a better informed sales force that will be more focused on increasing their knowledge of their products and services and being a more trusted advisor. This may even help reverse the trend of blocked access to physicians. If you are someone that can truly show the physician and healthcare facility how your products and services can help them and patients, it’s a win-win all around.

Anyone else happy to see this finally happening?

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Posted in CRM, Healthcare, Life Sciences, Pharma

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