The pharmaceutical sales process has evolved significantly since its inception. It used to be simple. Reps visited physicians, informed them about the latest treatments, possibly providing samples, and moved on to the next doctor. Soon after, sales teams recognized the efficiency gains and cost savings achievable through route optimization.
Fast forward a few decades and pharmaceutical representatives are now contending with a myriad of additional challenges: digital promotion, virtual meetings, omnichannel, and the constantly changing preferences of both physicians and patients. In response, they've turned to solutions such as next best actions (NBAs), which improve engagement, prescription rates, and patient outcomes.
However, as time progresses and healthcare provider (HCP) preferences quickly change, your reps face a challenging scenario:
You need an alternative that sits nicely between a call plan’s scheduled refresh and the suggested actions proposed by NBAs.
An AI/ML-based solution, Dynamic Targeting fills the gap between plan refreshes without overwhelming your sales force with a bombardment of changes. With Dynamic Targeting, you can adjust your reps’ prioritization based on the very latest customer insights. Think of it as “changing on the fly.” It tells the field teams when to contact HCPs – but more importantly, it tells them why they should be contacted now and how to do it.
When setting up Dynamic Targeting, you must know the five essential pillars that ensure a successful implementation.
This infographic lays out the foundation of a winning Dynamic Targeting strategy.
Find out how:
Click the infographic to download.
Powered by artificial intelligence and driven by machine learning analytics, Dynamic Targeting is the answer for better rep performance, better HCP engagement, and better return on your existing call plan investments. Contact Axtria today to find out how we can implement Dynamic Targeting for your company right now.