The evolution of CRM software has provided pharma companies with a tool to effectively manage their Sales Reps. In this blog, we will point out the difficulties and challenges that pharma companies face and how CRM software solves them.
1. Challenges in managing Sales Reps
Sales Reps are often likened of the army of pharma companies, helping the company conquer pharmacies and hospitals, increasing sales.
However, like an army, Sales Reps are numerous in number, diverse in working manners, and operate over a large territory. Many Sales Reps are ineffective, fraudulent when declaring the number of times they visit pharmacies, “combining orders, splitting orders” with each other to achieve KPI (targets), using working time for personal purposes, etc. Or there are Sales Reps with good communication skills, but do not regularly update new knowledge about products, leading to incorrect information being conveyed to customers. To efficiently manage this group, pharma companies must solve a difficult problem: How to ensure discipline and work performance of Sales Reps remotely?
2. How CRM software helps pharma companies
Customer Relationship Management (CRM) software designed specifically for the pharma industry will provide the following useful features:
1. Sales Reps’ Activity Management:
By using GPS positioning, the software ensures whether Sales Reps visit the pharmacies/doctors or not. In addition, the pre-arranged work schedule also helps Sales Reps not to miss any appointments. This feature also helps to significantly improve Sales Reps’ self-awareness.
2. Centralized Information Management:
CRM software can centralize information on the same platform, from customer information, product information, orders, to marketing and promotional documents. From there, Sales Reps can easily search and use information and documents for their sales activities. Ensure to limit errors in the process of working with pharmacies/hospitals.
3. Transparency in Sales:
All daily activities of Sales Reps are updated to the CRM system, from visiting customers to creating orders. Thus, the possibility of fraud in terms of quantity of goods and targets will be significantly reduced.
The above-mentioned points not only solved the problems of management and business, but also bring benefits to Sales Reps. The software will ensure transparency in work competition among employees, help them to constantly develop themselves and improve their sense of discipline.
3. Which CRM software is suitable for your business?
Trueson is a CRM solution consulting provider with over 10 years of experience in the life science industry. We are proud to have supported many global life science companies to successfully deploy and operate CRM systems.
Currently, there are many CRM software from different suppliers. To determine which software is suitable, please follow our next article: CRM software for the Vietnamese pharmaceutical industry.
Or CONTACT US TODAY to get advice on the most suitable solution for your business. Learn more about us: www.trueson.com.
