Increasing Sales Productivity While Adapting to Growing Market Complexity
More than ever before, pharmaceutical companies must increase the productivity of their sales forces. At the same time they face a market environment consisting of new influence networks and product portfolios that are changing significantly. Greater knowledge about customers and spheres of influence will determine future productivity of sales forces.
To manage growing complexity, IMS contends that sales management processes will need to undergo a transformation. Among the changes that are occurring is a shift away from the mass market model of selling towards precision sales and marketing, which requires customised sales models for each brand and indication for that brand. Some more consumer-orientated companies are already moving towards this approach. This scenario will create more brand-centric organisations, and it is IMS’s opinion that brands and what they are used for will drive sales management optimisations, not the models available.
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Superior sales models through improved market intelligence
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Unique intelligence foundation maximising implementation through local consultancy
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Ideal strategy based ROI trade-off leads to the right size sales force
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State of the art analytics delivering scenario based portfolio optimisation
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Change management support with end to end direction
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Precision marketing gives the ‘right’ ROI for competitive advantage
Unlike its competitors, IMS can offer a full spectrum of sales management consulting using a knowledge base that reflects its ability to understand patient treatment pathways and the impact of sales resources on the marketplace. IMS intends to leverage its competitive advantage to become the consulting partner of choice in strategic sales management consulting, and is investing millions of dollars in increased qualitative and quantitative granularity in over 100 countries. Able to offer best-in-class practice for sales force effectiveness, it is setting a new standard for SFE optimisation and strategy.
IMS is the only player that can offer the continuum of SFE services globally, and it is partnering SAS, which can offer the gold standard analytical platform.
Dual approach: Senior engagements aligned to tactical Sales Championship experience
