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  Innovative Sales Strategies & Metrics Report 2014  

All interviews and surveys conducted have been converted graphically to allow you to absorb significance

Index of Figures

Figure 1: Types of Survey respondents . . 10

Figure 2: What region do you work in? . . 11

Figure 3: Which therapy areas do you work in? . . 12

Figure 4: Types of interviewees . . 13

Figure 5: Geographic location of contributors . . 13

Figure 6: Innovation tools for sales force eff ectiveness . . 22

Figure 7: Innovation tools to build customer relationships . . 23

Figure 8: Satisfaction with current medical sales job . . 25

Figure 9: Sales rep job search status . . 26

Figure 10: How satisfied are you with the existing CRM system that your company operates? . . 39

Figure 11: How confi dent are you that your organization’s CRM system will allow for the eff ective implementation of CLM? . . 40

Figure 12: Cohort break down of how confi dent executives are that their organization’s CRM system will allow for the effective implementation of CLM . . 41

Figure 13: To your knowledge, is your CRM data analysis/business intelligence performed in-house? . . 42

Figure 14: How much of an impact has outside regulation had on your ability to sell over the past two years? . . 43

Figure 15: Cohort consensus on how much impact outside regulation has had on company’s ability to sell over the past two years . . 45

Figure 16: How many doctor visits do you feel are necessary to encourage a shift in prescription behavior towards your brand/product? . . 46

Figure 17: Cohort breakdown of how many doctor visits executives feel are necessary to encourage a shift in prescription behaviour towards their brand/product . . 47

Figure 18: In your experience, how long on average do you need to spend with a decision maker in order to achieve a successful sales call? . . 48

Figure 19: In your experience, how long on average do you need to spend with a decision maker in order to achieve a successful sales call? (Sales, Marketing, Top Level Management cohorts) . . 49

Figure 20: How complementary are additional channels to sales calls? . . 50

Figure 21: How complementary are additional channels to sales calls? (Sales, Marketing, Top-Level Management cohorts) . . 51

Figure 22: How many times per month should non-sales calls be made to physicians? . . 52

Figure 23: Aside from the prescriber, which stakeholders do you see value in sales reps/KAMs visiting? . . 53

Figure 24: Aside from the prescriber, which stakeholders do you see value in sales reps/KAMs visiting? (Sales, Marketing, Top-Level Management cohorts) . . 54

Figure 25: Closed Loop Marketing process with iPad . . 60

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