Sales Rep Metrics: Measuring Success
As commercialising innovative products becomes ever more challenging, sales reps have had to adapt and manage HCP engagement more effectively and productively. Quantitative metrics will continue to be at the heart of sales performance measurement, but what strategies can be employed to meaningfully evaluate a sales rep’s ability to communicate, connect and empathise with HCPs and wider stakeholder groups? In this report, front-line sales experts reveal the KPIs and metrics that are unlocking new insights into sales rep performance and effectiveness.
Companies
Almirall S.A., Grunenthal, Pierre Fabre, STEM Healthcare
- Subject synopsis
- Research methodology and objectives
- Key insights summary
- Issues and insights
- Pharma’s current use of sales rep metrics
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Intelligence exhibits
- The effects of reduced access to physicians on sales rep metrics
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Intelligence exhibits
- Impact of increasing payer influence
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Internal influences on the selection of sales rep KPIs
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Intelligence exhibits
- Measuring sales reps’ ability to inform and educate HCPs
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Measuring sales reps’ communication skills
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Intelligence exhibits
- Measuring sales reps’ ability to connect and empathise with HCPs
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Measuring sales reps’ ability to help patients access treatments and services through their HCPs
- Issue summary
- Questions
- Key insights
- Supporting quotes
- AI to analyse and improve HCP-rep interactions
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Future development of sales rep metrics
- Issue summary
- Questions
- Key insights
- Supporting quotes
- Intelligence exhibits
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