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Sales Force Effectiveness Model (SFE):
Pharmaceutical companies increasingly
depend on their field force (FF) to drive top line growth. Yet the
industry growth (<10% p.a) is not commensurate with growth in
size of FF.
To gain a better understanding of sales performance, organizations
must effectively track and manage key behaviors and activities of
their Field Force.
Fundamentally, sales force effectiveness is driven by the not just
more calls - but more effective calls, to the right doctors at the
right frequency. |
