Indian Pharma – The Emerging Role of Hybrid Sales Model

Indian Pharma’s ways of interacting with customers was already dysfunctional, as more and more companies pushed more and more feet-on-street to capture the doctor’s scarce time and attention. The Covid-19 crisis has exposed not only the dysfunctional sales operations which came to a stand-still but also the ineffective marketing operations that remained clueless on how to respond to the situation.

Instead of understanding and responding to the dire challenges faced by patients, doctors and hospitals , Indian Pharma companies pushed the tired and worn out face-to-face push model on to the digital space with webinars, WhatsApp and What-not!