Customer Centricity: Improving Pharma Sales Training

In the pharma industry, customer influence has been repositioned over the last ten years. The customer influence is moving away from individual physicians and walking toward payers. What does this mean for the pharma sales representatives? This means that their roles are also changing, and this means that the sales reps will need to take adapt to the changes in sales training.

For years, the pharma industry has generally been centered around the brand when it comes to marketing. However, there have been many changes in the industry that makes it clear that their needs to be a shift toward customer centricity. The customer-centric focus can involve a variety of things, including making changes to the interactions between the sales representatives and the physicians. This could also mean using different forms of communication. In the end, the pharma sales training will need to welcome the new customer-centric marketing strategies so that customers will have as much access as they need.

Personal selling is still a key part of pharma sales training, but there are times when it is not as effective or efficient as it should be. This is especially true when it comes to brands that have already been established for years. When it comes to more established brands, sales reps will need to take a more intensive approach instead of the educational approach that may have been taken in the past. Other employees are starting to become more active and involved in the decision-making process, especially due to the doctors’ increased workloads. 

When a new product is released, doctors and other healthcare providers want to have pharma reps on their side who are knowledgeable about the product. As products are released, physicians will have more interest in the different services surrounding them. Physicians do not want to feel like they are wasting their time when they are getting ready to meet with a sales rep. This is why it is so important to have effective pharma sales training because the sales reps will already know what the doctors want and they will be able to find ways to deliver that information.

As the industry focus more on customer-centricity, there needs to be a greater focus on pharma sales training. It is important to understand what customers need so immediate action can be taken to deliver a winning strategy. 

CATEGORY: Healthcare

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