Create a sales operation built to win in the account-based world of Pharma
As Key Account Management becomes the norm in Pharma, running a successful sales organization has new challenges. Opportunities are longer and more complex. The sales cadence is more nuanced and multifaceted.
Winning isn’t just about process change. You also need a commercial operation unified behind a common language and consistent account approach—but crucially, empowered by the right technology to activate it in the market.
Without the right tools to match a new strategy, commercial heads can struggle to understand what’s working and pinpoint how to improve performance. It’s a big blocker to progress, and one that needs addressing—stat.
In this blog, we’ll explore how commercial leaders in Pharma can play a critical role in stewarding the last mile of technology change needed to win in an account-based world.
The technology disconnect
While many sales organizations like yours have made good progress over the last few years to adapt their selling mindset towards an account-based approach, few have managed to translate that into a consistent and scalable operational reality.
The problem is a disconnect between attitude and technology, and it’s affecting every part of your business. How?
Firstly, sales are feeling some serious pain. Your sales organization is trying to apply the principles of Key Account Management without the right tech supporting them, and it’s becoming the slowest moving part of your account-based strategy. Without a clear path to replicate success, development is stalling and stakeholder engagement is just a stab in the dark.
Secondly, this has a big impact on your customers. You’re trying to get the whole organization aligned around a common, unified account selling approach, but the tech that’s supposed to automate it doesn’t match. This means your customers are being called on by too many different sales reps that aren’t talking to each other. Customers expect collaboration, but they’re met with confusion.
Finally, this impacts your ROI. You invested a lot of time and energy in adapting to Key Account Management, but the pain of operationalizing that across the sales organization is short-circuiting your returns.
That might all feel like a kick in the teeth, but don’t worry, there’s a way to bite back.
Visibility as a priority
The C-suite has big expectations for what your organization should be achieving when it comes to Key Account Management, but with the pains you’re feeling, it’s difficult to keep pace without the right supporting systems. For leaders looking to make an impact, Key Account Management might seem like the golden goose, but first, collaboration needs to be improved.
This can be resolved by a fresh look at systems, processes and tools. With the right visibility, leaders can see perfectly what levers they need to pull to improve performance.
Consistency also crucial in how account teams across the organization develop and successfully execute account strategies and initiatives. It helps to clearly map out the road ahead, helping with predictable marketplace performance and commercial success.
All of this can be achieved in just one, easy-to-use tool. Still thinking: ‘Yeah, right’? Read on.
Operationalize your Key Account Management
It’s time to make you and your organization better. How? With a light-touch, Pharma-tailored tool that operationalizes your Key Account Management.
CX1™ will help you capture market share, align the key players in your organization to a stakeholder engagement strategy that works, and show you a tangible way to measure success.
Commercial heads especially can benefit from increased visibility into pipeline health and field team performance, so you can repeat success. What’s more, with a clear path ahead, you can side-step any issues.
And all that resource you put into Key Account Management? Well, it’ll be practically raining ROI.
Future-facing Pharma technology
In a crowded market, it’s not easy to win in the world of Pharma sales. But with a sales organization that’s tooled up for success, you can be sure that your stakeholder engagement will improve, your deals cycles will be shorter and you’ll be seeing results quicker.
A team that’s on point when it comes to collaboration can not only give you a tangible way to measure success, but it’ll help your organization capture market share at a faster rate. If you’re a leader looking to make an impact, this could be your moment.
Find out how to lead the charge and get started by getting in touch today.