Health Strategies Group Expands Focus of Pharma Sales Force Effectiveness Service Under New Vision and Name
Posted on: Thursday, 16 April 2009, 11:11 CDT
Strategic Selling Outlook Addresses Rapidly Changing Selling Environment and Future Needs of Physicians and Sales Representatives
"The world is changing dramatically for those involved in pharmaceutical sales and the wisest course of action is to embrace that change and make use of the opportunities it presents," said
"Information that is immediately actionable against a specific challenge is good, but today's selling environment requires information that helps pharmaceutical companies assess physician attitudes and prescribing behavior over time," he noted. "Strategically, it's critical to get ahead of emerging trends and uncover unmet needs and gaps in knowledge. Our goal with Strategic Selling Outlook is to provide both types of intelligence."
Through thousands of interviews and surveys, Strategic Selling Outlook gives pharmaceutical companies a complete picture of the selling environment for the upcoming year as well as scenarios looking five years into the future. Reflecting the perspectives of multiple stakeholders, each analysis looks at several key factors affecting sales and customer relationships, including how individual sales forces are rated, how their competitors compare, and personal traits and professional best-practices shared by effective sales representatives. The findings, coupled with counsel by HSG staff who are experts in sales force effectiveness, are used in planning sales strategies and developing sales training and coaching programs.
"We have to understand what doctors value and want in sales representatives today along with what they'll value and want tomorrow," Rosenthal said. "The physician's world has changed significantly in the past decade and will continue to change. To be effective, sales representatives must keep pace with this change and expand the scope of services they provide. Whether it's deeper knowledge about a specific side effect or guidance in navigating a particular managed care plan, sales representatives need to be trained to take a more customer-centric approach to selling that responds to the constantly evolving needs of physicians."
About Health Strategies Group
Health Strategies Group has been providing market intelligence to pharmaceutical and biotechnology professionals since 1992, transforming research findings into practical insights and strategic recommendations to help organizations make the best business decisions. The company has long-standing relationships with 90 percent of the nation's leading pharmaceutical and biotechnology companies.
Health Strategies Group services include syndicated research reports in different practice areas, proprietary intelligence projects on request, and direct, continuous access to a team of research directors and practice leaders who are experienced veterans of the pharmaceutical industry and active thought leaders in their areas of expertise. The company also creates a custom webpage for each client that provides ready access to all pertinent publications and research summaries.
Organizations use Health Strategies Group to assess marketplace trends and future scenarios, support business planning, formulate successful segmentation strategies, guide the design of training curricula, educate colleagues, benchmark staff performance, and develop more profitable contracting strategies.
For additional information on Health Strategies Group or Strategic Selling Outlook, contact
SOURCE Health Strategies Group
Source: PR Newswire
Related Articles
- Health Strategies Group Introduces Oncology Performance Edge
- Health Strategies Group Forecasts Emerging Trends in Future Sales Force Models at the SPBT 2009 Conference
- Florida's Small-Group Health Insurance Grew in First Half of 2008, Though Economic Downturn Likely to Halt Upward Trend
- Publicis Selling Solutions Group President Rick Keefer Selected One of PharmaVOICE's 100 Most Inspiring People In the Life Sciences Industry in 2008
- The Amacore Group, Inc. Signs Sales Agreement With Selective Health Plans
- Sun Healthcare Group, Inc. Announces Completion of Sale of SunPlus Home Health Services, Inc.
- Sun Healthcare Group, Inc. To Sell SunPlus Home Health Services, Inc. And Acquire Preferred Hospice of Oklahoma, Inc.
- PacifiCare Health Systems Announces Completion of Acquisition of Pacific Life's Group Health Insurance Operations
- Craven Appointed Executive Vice President, Global Sales and Marketing Group; Johnson Named President and General Manager, Network Signaling Division
 |
 |
User Comments (0)
RSS Feeds