Best practices in achieving sales force effectiveness
Channel: pharmaphorum media limited
Date: 14/03/2012

For the supporting article and to add your comments, please visit http://www.pharmaphorum.com/2012/03/14/best-practices-achieving-sales-force-effectiveness/

Pharma and biotech companies are adjusting their sales force model in line with changing customer behaviour and a highly...

0:15 -- Dr Khater's background and role.
1:06 -- Changes he has noted in sales force effectiveness during his career.
2:37 -- Benefits of streamlining the sales force to achieve a customer-centric approach.
3:39 -- Dr Khater's key learnings from implementing a customer-centric sales force. 
4:41 -- How to identify sales tactics and tools that will result in increased cost-effectiveness.
5:51 -- The impact e-communication has on how the sales force operates.
7:08 -- Dr Khater's top tips for measuring the efficiency of a new commercial model once implemented.
8:04 -- How Dr Khater expects the sales force model to evolve over the next few years.