Many pharmaceutical companies use the same traditional method for targeting. They use the same data and go through the same time consuming process only to end up with the same targeting plan as their competitors. The sales organizations that are taking a fresh look at an age old process are seeing new opportunities to improve the effectiveness of their sales teams. Taking advantage of the proliferation of data available on markets, prescribers and patients, then building a flexible process that allows for this data to continue informing the sales targeting plan, enables the sales force to create value more quickly. Below are three core targeting concepts that companies leading the commercial process have embraced.
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