{"id":24844,"date":"2021-06-15T08:32:27","date_gmt":"2021-06-15T08:32:27","guid":{"rendered":"https:\/\/strammer.com\/?p=24844"},"modified":"2021-06-15T08:32:28","modified_gmt":"2021-06-15T08:32:28","slug":"pharma-hcps-relationships-hybrid-sales-model","status":"publish","type":"post","link":"https:\/\/strammer.com\/es\/pharma-hcps-relationships-hybrid-sales-model\/","title":{"rendered":"Pharma and HCPs Relationships: A Hybrid Sales Model ?"},"content":{"rendered":"<figure class=\"wp-block-embed-youtube wp-block-embed is-type-video is-provider-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"STRAMMER   Interactions \u00e0 distance pour les Affaires M\u00e9dicales\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/qy0qNxn8Qw0?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n<p style=\"text-align: justify;\"><div class=\"fusion-title title fusion-title-center fusion-title-size-one\"><div class=\"title-sep-container title-sep-container-left\"><div class=\"title-sep sep-double sep-solid\" style=\"border-color:#5f80a0;\"><\/div><\/div><h1 class=\"title-heading-center\"><span style=\"color: #163b73;\">A New Era For Pharma-HCPs Relationships?<\/span><\/h1><div class=\"title-sep-container title-sep-container-right\"><div class=\"title-sep sep-double sep-solid\" style=\"border-color:#5f80a0;\"><\/div><\/div><\/div><sup><span style=\"color: #ffffff;\">Pharma and HCPs Relationships: A Hybrid Sales Model ?<br \/><\/span><\/sup>For several years,\u00a0<strong>Pharma companies<\/strong>\u00a0have been insistent the industry needed a\u00a0<strong>new working model<\/strong>. However, the uncertainty of its success fostered apprehension, causing no firms to take the initial step to implement this new model.\u00a0The industry needed to diversify and optimize its relationship with Health Care Professionals, in a time when reaching customers was more limited, with increasing regulatory constraints.<\/p>\n<p style=\"text-align: justify;\">Nevertheless, <strong>COVID-19 <\/strong>has accelerated this<strong>\u00a0inevitable change<\/strong>. Companies\u00a0had to embrace the<strong>\u00a0\u201cnew normal\u201d;<\/strong> and leaders had to <strong>inspire and guide\u00a0<\/strong>their employees in implementing personalised and suitable sales model for their clients.\u00a0 Pharma companies and their teams were unprepared for the long-term implications of the industry\u2019s restructuring and the post-crisis recovery. For a <strong>smooth but necessary transition<\/strong>, those companies need to keep up with changes and face challenges efficiently.<\/p>\n<h3><strong><span style=\"color: #163b73;\">\u25d4 OVERCOMING THE CHALLENGES<\/span><\/strong><\/h3>\n<p style=\"text-align: justify;\">Today, Pharma companies need to manage upstream expectations and downstream challenges in an environment which has begun its transformation. Indeed, because of Covid-19, the French government had to activate the ORSAN plan: <strong>healthcare professionals were no longer allowed to visit hospitals<\/strong> for face-to-face interactions with physicians, nurses, surgeons, etc. These constraints were more severe in 2020, and firms knew they would loosen in the future without reverting to what they were.<\/p>\n<p style=\"text-align: justify;\">After more than a year dealing with the pandemic, some urgency questions remain. How are Sales Reps promoting their products remotely with the same or higher efficiency? How are medical teams continuing to deliver scientific information <strong>remotely<\/strong> to develop their partnerships with HCPs?\u00a0 What digital tools do they have to secure business? How are they accompanying their teams to overcome their current concerns about the transition? And what will the long-term impact be?<\/p>\n<p style=\"text-align: justify;\">So far, too many companies are still struggling to submit a consistent plan to their Sales Reps and Medical Affairs specialists to work skilfully remotely. Efficient restructuring execution requires available commercial <strong>capacities along with resources to be improved.<\/strong> <strong>Comprehensive distance<\/strong> <strong>training materials and programmes<\/strong> need to be readily accessible to Sales Reps, Medical Affairs specialists and HCPs.\u00a0<\/p>\n<p style=\"text-align: justify;\">It\u00a0is the perfect opportunity for Pharma companies\u00a0to\u00a0reconsider\u00a0their\u00a0ways of working,\u00a0redesign processes and finally<strong>\u00a0reinvent\u00a0their\u00a0business model<\/strong>\u00a0to\u00a0fit\u00a0this new environment. To do so,\u00a0companies must ensure managers and their teams are prepared with the<strong>\u00a0right\u00a0skillset\u00a0and mindset<\/strong>. Additionally, Regional sales leaders must assume a\u00a0new\u00a0major function as transition agents to make sure clients\u00a0get\u00a0the<strong>\u00a0required sales model\u00a0<\/strong>implemented.\u00a0<\/p>\n<h3><strong><span style=\"color: #163b73;\">\u25d1<\/span><\/strong><span style=\"color: #163b73;\"><strong>\u00a0BUILDING THE NEW ERA<\/strong><\/span><\/h3>\n<p style=\"text-align: justify;\"><strong>Physical interaction will still be\u00a0necessary<\/strong>; however, online content, <a href=\"https:\/\/strammer.com\/en\/improving-employee-engagement-remotely\/\">remote participation<\/a> and automated facilities will take precedence in addressing concerns before resorting to in-person meetings.\u00a0This can be a great challenge as face-to-face was previously the norm. Sales\u00a0calls\u00a0relied heavily on body language cues, limited distractions,\u00a0transparency and its interactive nature to expedite efficient meetings.\u00a0Research indicates that Pharma already counts on virtual outreach significantly more than on representative calls. Geoffrey McCleary &#8211; <a href=\"https:\/\/www.pwc.com\/us\/en\/industries\/health-industries\/library\/pls-remote-territory-management.html\" target=\"_blank\" rel=\"noopener\"><strong>PWC<\/strong>\u00a0<\/a>Director\u00a0agrees that\u00a0<em>\u201cIf done right, most of these changes can stick after the stoppage. Companies will learn how to\u00a0<strong>deploy AI<\/strong>\u00a0and virtual tools more effectively and how to better use a now-<strong>hybridized field force<\/strong>\u00a0more effectively and efficiently.\u201d<\/em>\u00a0<\/p>\n<p style=\"text-align: justify;\">A solution could be using a <a href=\"https:\/\/strammer.com\/en\/improving-online-video-conferences-while-remote-working\/\">mix of digital tools<\/a> and physical promotional activities to improve awareness. <strong>Digital technologies<\/strong>\u00a0can\u00a0improve<strong>\u00a0interaction and communication\u00a0<\/strong>between\u00a0HCPs and Medical Affairs specialists\/ Sales Representatives in respect to their needs. \u00a0It calls for the\u00a0creation of<strong>\u202f<\/strong><strong>\u00ab\u00a0best practice\u00a0\u00bb<\/strong><strong>\u00a0<\/strong>abilities\u00a0to\u00a0establish a\u202f<strong>favourable<\/strong><strong>\u202f<\/strong><strong>edge<\/strong><strong>\u00a0<\/strong>in all critical operations.<\/p>\n<p style=\"text-align: justify;\">Virtual interactions can be<strong>\u00a0customized<\/strong>\u00a0to preferences and\/or necessary plans-of-action thanks to different methods such as e-conferences, e-training, etc.\u00a0or a combination of virtual interaction and in-person meetings. By providing the proper means (CRM, time\/monitoring\/performance management tools), the switch to a\u00a0new\u00a0method of communication will be efficient and smooth while also\u00a0simplifying<strong>\u00a0virtual training\u00a0<\/strong>or sales activities.\u00a0<\/p>\n<p><a href=\"https:\/\/strammer.com\/wp-content\/uploads\/2021\/06\/Visual-2.jpg\"><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-24880 size-full\" src=\"https:\/\/strammer.com\/wp-content\/uploads\/2021\/06\/Visual-2.jpg\" alt=\"Pharma Sales Models\" width=\"1280\" height=\"720\" title=\"\" srcset=\"https:\/\/strammer.com\/wp-content\/uploads\/2021\/06\/Visual-2.jpg 1280w, https:\/\/strammer.com\/wp-content\/uploads\/2021\/06\/Visual-2-300x169.jpg 300w, https:\/\/strammer.com\/wp-content\/uploads\/2021\/06\/Visual-2-1024x576.jpg 1024w, https:\/\/strammer.com\/wp-content\/uploads\/2021\/06\/Visual-2-768x432.jpg 768w\" sizes=\"auto, (max-width: 1280px) 100vw, 1280px\" \/><\/a><\/p>\n<p style=\"text-align: center;\">Feel free to <a href=\"https:\/\/strammer.com\/en\/contact-us\/\">contact us<\/a> for more information!<\/p>","protected":false},"excerpt":{"rendered":"<p>Pharma and HCPs Relationships: A Hybrid Sales Model ?For several years,\u00a0Pharma companies\u00a0have been insistent the industry needed a\u00a0new working model. However, the uncertainty of its success fostered apprehension, causing no firms to take the initial step to implement this new model.\u00a0The industry needed to diversify and optimize its relationship with Health Care Professionals, in a [&hellip;]<\/p>\n","protected":false},"author":7,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_editorskit_title_hidden":false,"_editorskit_reading_time":0,"_editorskit_is_block_options_detached":false,"_editorskit_block_options_position":"{}","myguten_meta_block_field":"","footnotes":""},"categories":[44,98],"tags":[],"class_list":["post-24844","post","type-post","status-publish","format-standard","hentry","category-not-provided","category-news"],"acf":[],"_links":{"self":[{"href":"https:\/\/strammer.com\/es\/wp-json\/wp\/v2\/posts\/24844","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/strammer.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/strammer.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/strammer.com\/es\/wp-json\/wp\/v2\/users\/7"}],"replies":[{"embeddable":true,"href":"https:\/\/strammer.com\/es\/wp-json\/wp\/v2\/comments?post=24844"}],"version-history":[{"count":38,"href":"https:\/\/strammer.com\/es\/wp-json\/wp\/v2\/posts\/24844\/revisions"}],"predecessor-version":[{"id":24894,"href":"https:\/\/strammer.com\/es\/wp-json\/wp\/v2\/posts\/24844\/revisions\/24894"}],"wp:attachment":[{"href":"https:\/\/strammer.com\/es\/wp-json\/wp\/v2\/media?parent=24844"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/strammer.com\/es\/wp-json\/wp\/v2\/categories?post=24844"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/strammer.com\/es\/wp-json\/wp\/v2\/tags?post=24844"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}