Does Your Company Have a Well Thought-out Strategy on How to Improve Sales Force Effectiveness in the Digital World?
Most pharma companies operating in India, understand the significance of their sales force – the powerful driver of revenues. Sales force is also responsible for establishing and maintaining relationships with various stakeholders - like HCPs (doctors), retail pharmacies, distributors and in some cases, patient organizations or caregivers to patients.
Unfortunately, Pharma companies (MNC and domestic) lack a comprehensive understanding of sales organisations. Pharma companies are like The Blind Men and the Elephant - “different functions have different perspectives, leading to distinct points of view”.
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