PHARMACEUTICAL Archives - Kona - Sales and Management Training

To keep track of customers and accounts it is essential to have a Strategic Account Management plan in place.

The key to pumping the life back into your account management pipeline is activity: activity = results! Create a culture of efficiency and productivity in your team by using tools that will help them, as well as you, be active and accountable.

Do your account managers have a PROCESS for their ACTIVITY?

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

A successful customer purchasing journey starts with a strong account management process, and every process must have a strategic plan.

There are 7 Key Steps of Strategic Pharma Account Management your team needs to embed in its processes.

Does your team:

Know the Value of a Value Proposition?
Know the active ingredients of the Miracle PIL – Purchasing Infinity Loop?
Have their Finger on the Communication Pulse?
Know the 5 Steps of a Pharma Sales Conversation?
Have a Three Horizons of a Pharma Account plan in place?
Understand Customer Centricity and the Formulary?
Understand the relationship between the Pharma and the Physician?

When a Strategic Pharma Account Plan is in place, then everyone in the organisation is operating from the same manual and speaking the same language – that way everyone knows the benchmarks they need to create success.

As a result, there is consistency through your organisation and across all the business’ wide networks.

To find out more contact the KONA Group 1300 611 288 | info@kona.com.au

Having a Strategic Account Management plan is important for the account management team’s relationship building approaches with their customers, and also the processes need in knowing their product.

It ensures a Target Product Map is front of mind for all account managers.

Establish a Target Product Map

Does your account management team have a Target Product Map established with their customers, do they:

Know who they want to speak to?
What they want to present to them?
Why the customer would buy from them?
Then, know how to put the product in their customer’s hand?

The best practices and methodologies we have developed over the past 20 years will help your account managers build and apply daily their bespoke Strategic Management Plan, all the while bringing growth and profit to the business.

To start your account management team’s Seven Step Process to Developing a Strategic Pharma Account Management Plan contact KONA: 1300 611 288 | info@kona.com.au for a confidential conversation today.

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The times are a changing indeed, and for the sales professional in the health care sphere it is for the better. Health Care Professionals are now looking at the Sales industry with curious eyes rather than a dismissive smirk. The sales process has long expired, rather health professionals are increasingly attracted to a partnership based on aligned goals of improved treatment outcomes. And with the world now operating on a virtual platform, technology now plays a leading part in advancing these new relationships. The health professional’s desire for an aligned partnership with the sales professional is an open door for lead generation – but there is a critical consideration that needs to be adhered to: do not sell to a health professional, help them by offering a solution. How? Through effective communication and information.

DOES YOUR SALES TEAM KNOW HOW TO COMMUNICATE EFFECTIVELY WITH HEALTH PROFESSIONALS?

Health professionals are drawn to information and education, combine that with strong communication skills and that elusive partnership is looking solid already. Is your Sales team proficient in: QUALITY QUESTIONING? There is an art to effective questioning that can be learnt. We were once born with it, but time and social expectations quashed our inbuilt natural questioning skills at a young age. Most health professionals are inquisitive by nature, they are in the job of asking questions. So how do you question the questioner? The need to return to infant curiosity is key to opening up our customers and establishing that all important rapport.

ADVANCED LISTENING TECHNIQUES? Are you a good listener? A simple series of appropriate questions will provide you with a personal listening score that surprises the most acute listeners among us. When interacting with health professionals in sales meetings, does your team know the difference between listening and hearing their customers?

INTERPERSONAL COMMUNICATION? Non-verbal communication is now more important than ever before in the virtual health industry sphere. Most interpersonal communication (> 55%) is non-verbal. It may be a revealing facial expression, a particular style of body language (fidgeting, distracted), or the subtle yet telling flicker of an eye – these non-verbal communications are key to understanding the person in front of you and how to, in turn, effectively communicate with them.

GETTING PAST THE GATEKEEPER? Getting past the health professional’s gatekeeper is among the most common challenges sales professionals face. The ability to circumvent this potential roadblock is a vital skill for earning time with new prospects, yet many health sales professionals lack a strategic approach to engage the gatekeeper rather than bypass. And what is better than getting past the gatekeeper? Getting on their side! From there your odds for success are looking very strong.

Health professionals are not hedge fund managers who regard income generation as their primary objective, they are in the business of improving lives, and successful outcomes is their currency.

It is your job as a sales professional to help health professionals help others.

Effective Communication with Health Professionals is just one of many multi-module workshops that are tailored to each organisation. Each module in the Sales and the Health Industry Program is bespoke to our client’s needs and is currently being rolled out virtually by the KONA Group via our R.E.A.L Academy (Remote Education Active Learning) . To sharpen your team’s learning, contact 1300 611 288 or email info@kona.com.au to secure a spot.

CONTACT US: 1300 611 288 or email info@kona.com.au