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The Importance Of Effective Implementation for a Sales Force

Author: Alan Gillies

The key to effective marketing essentially lies in taking action. Someone once said that you cannot score a goal unless you first take a shot, so in marketing terms the best intent in the world is worthless unless you actually go out and do something. Within the pharmaceutical industry, effective marketing is more than just making professionals aware of the products available, it is about a host of other objectives as well, including reputational management, education and positioning. Often, sales and marketing is involved with stating a case and protecting a position, rather than achieving the results in terms of dollar revenue. This subtle interaction of skills makes the selection of a core sales and marketing team very important and many forward-thinking companies engage the services of a pharmaceutical consulting firm to help them implement. More

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Five Principals of Key Account Management

Author: Alan Gillies

In an increasingly sophisticated and competitive environment, pharmaceutical companies now realise that it is not sufficient to treat clients with a uniform approach and that certain client accounts represent an increased level of importance. This can be due to their position of dominance within the market, the volume of transactions or any other strategic elements making them of particular interest to the company. As such, key account management strategies must be implemented and communicated to the sales and marketing team as the company aims to cement relationships with these principles. More

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Sales Force Effectiveness Requires the Correct Approach

Author: Alan Gillies

Proper incentivisation is critical to the effectiveness of an organisation's sales force. However, the methods of incentivisation are often misinterpreted, poorly devised or glossed over, ultimately leading to low levels of efficiency and morale, poorly motivated individuals and lacklustre results. The pharmaceutical company may be a leader in its field, be very creative and with cutting edge solutions, but the organisation will only be truly effective if its sales and marketing team is well prepared and trained. The team must not only be knowledgeable about the product, its features and benefits, but must be infused with the knowledge, techniques and strategies needed to exist and produce within a highly competitive commercial environment. The sales team must be well established and managed and pharmaceutical consultants have the experience, knowledge and background to enable this objective. More

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It’s the Implementation Stupid!

Author: Alan Gillies

Firstly an apology or two, as the title was in no way directed at you the reader or indeed anyone else specifically, and secondly I apologise for another blog that plagiarises recent U.S. presidential Campaign messages - See "Can We KAM?” More

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Pharmaceutical Sales Training

Author: Alan Gillies

For anyone who may be considering pharmaceutical sales training, it’s important to realise that a career in pharmaceutical sales is very different from any other industry. Often the concept of “hard selling” isn’t appropriate within this environment; rather the proponent will be required to personally possess a combination of sharply honed people skills and a high level of technical proficiency. Traditional sales skills may form a large element of your training, but it’s also important to realise that an effective pharmaceutical salesperson will be expected to master specific elements of sociology, as well as certain technological proficiencies. More

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