To succeed in the increasingly complex and competitive marketplace, pharmaceutical companies need to continuously improve the productivity of their sales forces. This requires understanding and quickly responding to constantly changing influence networks and product portfolios, and gaining greater knowledge about prescribers and their spheres of influence.
To productively operate in this market environment, sales management processes need to undergo a transformation. An effective new approach involves shifting away from the mass market model of selling towards precision sales and marketing, which requires customized sales models and indications for each brand. This scenario creates more brand-centric organizations, which in turn, are the foundation for driving sales management optimization.
IMS is uniquely positioned to offer a full spectrum of sales management consulting based on our deep knowledge of patient treatment pathways and the impact of applying sales resources in the right areas we continue to invest significant resources worldwide to provide the qualitative and quantitative granularity of information needed to improve sales productivity. We offer best-in-class solutions for sales force effectiveness (SFE), and are setting a new standard for SFE optimization and strategy development.
IMS Learning Solutions & Change Management offers programs and seminars to support clients' SFE worldwide, and to ensure successful implementation of SFE initiatives. These include in-house programs, fully customized initiatives, and on-going support of projects.
