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| Health Strategies Group Expands Focus of Service Under New Vision and Name, April 29, 2009 |
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Lambertville, NJ - Health Strategies Group, a leading provider of market intelligence to the pharmaceutical and biotechnology industries, has realigned its pharmaceutical sales force effectiveness service under a more strategic, future-oriented business vision and renamed the service, Strategic Selling Outlook. The goal of these changes is to help clients address the complex issues posed by today's selling environment and to anticipate and successfully navigate the selling environments of the future.
"The world is changing dramatically for those involved in pharmaceutical sales and the wisest course of action is to embrace that change and make use of the opportunities it presents," said Rick Rosenthal, a principal at Health Strategies Group and leader of the company's Sales Force Effectiveness Practice, which includes Strategic Selling Outlook as well as services geared to sales management and hospital sales force effectiveness.
"Information that is immediately actionable against a specific challenge is good, but today's selling environment requires information that helps pharmaceutical companies assess physician attitudes and prescribing behavior over time," he noted. Strategically, it's critical to get ahead of emerging trends and uncover unmet needs and gaps in knowledge. Our goal with Strategic Selling Outlook is to provide both types of intelligence."
Through thousands of interviews and surveys, Strategic Selling Outlook gives pharmaceutical companies a complete picture of the selling environment for the upcoming year as well as scenarios looking five years into the future. Reflecting the perspectives of multiple stakeholders, each analysis looks at several key factors affecting sales and customer relationships, including how individual sales forces are rated, how their competitors compare, and personal traits and professional best-practices shared by effective sales representatives. The findings, coupled with counsel by Health Strategies Group staff who are experts in sales force effectiveness, are used in planning sales strategies and developing sales training and coaching programs.
"We have to understand what doctors value and want in representatives today along with what they'll value and want tomorrow," Rosenthal said. "The physician's world has changed significantly in the past decade and will continue to change. To be effective, representatives must keep pace with this change and expand the scope of services they provide. Whether it's deeper knowledge about a specific side effect or guidance in navigating a particular managed care plan, representatives need to be trained to take a more customer-centric approach to selling that responds to the constantly evolving needs of physicians."
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