How to master new tools for better key account performance in Pharma
Every sales support team wants to improve performance. That’s a given. But there’s one big thing standing in their way: Visibility.
Without transparency over current processes, sales support is often overburdened with complaints from sales and account teams that current tools are not fit for purpose. And without the right systems in place, strategic thinking is well and truly on the back burner. This means collaborating to improve the organization’s Key Account Management strategy feels a long way off.
With 85% of sales professionals agreeing that sales operations are increasingly strategic, it’s clear that it’s time for a new tool to take over. One that’s tailored for Pharma, strategic and gives you more powerful ways to support the selling effort — so you can get performance on the up.
This blog shows you how a light-touch CRM system that’s created around Pharma can help you spend less time on firefighting and more time on igniting bigger business goals.
From time drain to proactive strategy
Currently, ad-hoc support requests can feel more like a scramble than a route to successful performance. This means sales support is often bogged down in the weeds and struggling to create an impact.
It’s a huge drain on your resources to be constantly negotiating new problems, without any foresight over what’s coming. You can spend hours playing Whac-A-Mole with ad-hoc requests, leaving little to no time for being proactive when it comes to wider business goals.
The end result? With a lack of control over where and when account teams need your help, it makes it difficult to keep track of targets, and provide the kind of data, functionality and reports that would help sales teams on a strategic level.
Stop scrabbling, start strategizing
While most sales and accounts teams have switched to a Key Account Management strategy, they’re still logging critical information in places that aren’t fit for purpose, like Excel.
While you’re scrabbling through the data, it can be difficult to think about performance, monitor existing accounts and spot new opportunities. If you want to help contribute to faster sales cycles, lower costs and bigger deals, you need the kind of tool that can pull everything together in one place, so you know instantly how to act on it.
With digital transformation accelerating rapidly since 2019, it’s clear that it’s a critical part of the role of sales support to help teams gain access to relevant and timely data through technology that helps improve their work.
Indeed, 81% of sales professionals say sales technology needs have changed significantly in the last two years. But without the right functionality, keeping up with this demand can feel like a burdensome task.
Most teams also have a history of trying to introduce shiny new tools, only to find out they haven’t quite hit the mark. This can make it difficult for everyone to get onboard with new technology.
But there is a way to turn that wariness into progress towards a more efficient way of working that puts you in control.
A tool that takes Key Account Management to the next level
Your role is about to get a whole lot easier. With the right, intuitive tool like CX1™, sales support teams can have full visibility of account-based processes, meaning you’re able to pinpoint more effectively where and when you can support sales — and how you can replicate success.
A tool designed for Key Account Management can solve a lot of your pains. CX1™ puts a digital workflow in place so you can know exactly where and when account teams need your help. With the help of AI, you can get ahead of requests and work asynchronously with your account teams, giving you more time to work on strategic goals.
It gives you flexibility and control over how you support teams and how you build on your success. If you can understand more clearly what works—and when—you can repeat it in the future.
What’s more, because of its intuitive interface and short onboarding, the barriers to get people bought-in to new technology will be seriously lowered. That makes it possible to focus on the real task at hand: Building differentiated value for and with customer stakeholders.
Channel your support in the right direction
The right technology for account-based strategies is waiting. It can help direct your support, replicate success and better provide teams with everything they need for increased stakeholder engagement and bigger deals.
It can focus your efforts where they’re needed, so you can turn a stab in the dark to a light-touch, strategic tool that tells you where to look. It will help you become the master of team performance that brings real value to the business, rather than just an afterthought when something goes wrong (and who wants that?).
So, if you’re looking to tool up and support with real purpose, get in touch today.