Optimize the impact of your sales reps. We design these studies to align with the rhythms of your brand and market, running them at a cadence that best supports your strategic goals. Our core strength lies in the steps we take to deeply understand your brand strategy, ensuring the insights we gather precisely evaluate rep interactions, message effectiveness and their perceived impact among the HCPs on whom you call. This strategic alignment provides actionable insights to truly optimize your sales efforts. When applicable, we can further enhance this understanding by linking with your ATU data and/or appending secondary sales records, delivering an objective view of how your efforts translate to actual prescribing behavior.
Our client needed to monitor the effectiveness of their pharmaceutical sales force, which was operating in a quickly evolving and highly competitive marketplace. A goal of the project was to ensure that product messaging was being communicated and recalled after sales details, and that it was considered motivating by HCPs. Further, we wanted to understand if their reps were focusing details on topics most important to the HCP. This knowledge was critical because some competitors had similar messaging and perceived product benefits.
Though the client had been tracking this through a syndicated solution, they had now reached a point where a fully customized option was deemed necessary. Not only was the syndicated study failing to provide a proper representation of their target list (it was a core group of ~200 HCPs answering wave after wave), but our client wasn’t able to ask the types of custom questions which would best answer their pressing business questions.
We designed a fully customized sales force tracker and recruited from the client’s entire target list, allowing us to project results to HCPs recently detailed on their products (and those of competitors for a direct comparison). Our research revealed that the most effective path to increased prescription rates lay in reinforcing the HCPs’ existing positive perceptions of the client’s products.
We advised focusing sales training on three key areas. First, reps needed to spend sufficient time discussing the durability of effect and safety. Second, they needed to improve the identification of specific patient cases appropriate for the products. Third, they needed to leverage the expert team to directly support reimbursement and patient onboarding processes. This comprehensive, support-focused approach allowed the sales reps to capitalize on HCPs’ strong intent to prescribe.
