306090 plan pharmaceutical sales representative

In order to engage medical reps, it is essential to make them aware of the benefits of these changes, on an individual level: a better relationship with their customers, a higher perceived value of their interactions with health professionals, their contribution to the improvement of the care pathway and patient management, more accessible customers, the acquisition of new skills in the context of their individual development, etc. Thus, moments of experience sharing between peers and regular monitoring by managers are two keys to enable this evolution. Medical representatives must be supported in the progressive and iterative learning of their new role and realize that what is asked of them is possible.

For this, a long-term transformation program is essential. Giving meaning to the transformation of the medical representative’s job is essential because it has a significant impact on practices and daily life, and modifies well-established habits. Key success factor #1: give meaning to the transformation of the pharmaceutical sales reps’ job To carry out this evolution, Alcimed has identified 4 key success factors.

The aim is to provide a tailor-made response and of course to strengthen the relationship. The latter is based, upstream, on the identification of needs and expectations. Thus, the role of the medical representative is evolving from a commercial approach, centered on a promotional speech presented to the targeted SDPs, to a co-construction approach. The challenge is to differentiate themselves by creating a solid relationship with high added value with healthcare professionals. This fundamental trend implies a transformation of the medical representative profession. The digitalization of medical information, the perception of health professionals of medical promotion and the constraints of access to healthcare facilities have pushed pharma laboratories to rethink their go-to-market model and the methods of interaction and customer engagement.

306090 plan pharmaceutical sales representative