Join our next Key Account Management masterclass

Join our next Key Account Management masterclass

Create a stronger and more profitable relationship with your customer with our Key Account Management course on March 6th - 8th. This course is for people who have responsibility for managing strategic relationships with clients.
Lead & Motivate Your Team

Lead & Motivate Your Team

Do you create an environment that motivates others to perform? Join Mercuri's Leading and Motivating the Team professional masterclass on April 17th - April 18th. Ideal for all managers who achieve their objectives through their team. Develop a guide for adapting your leadership style.
Sales Development Programme of the Year!

Sales Development Programme of the Year!

Great result for the Virgin Holidays "Selling At My Best" programme at the 2017 British Excellence Sales Management Awards. Discover why delegates left this tailored in-house programme feeling so energized.
Performance Management masterclass

Performance Management masterclass

Do your team members have their own performance plan? Do you have a template for improving performance? Join this Performance Management masterclass on April 24th - 25th. Align capability and activity to business objectives.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on May 22nd at the London Heathrow Crowne Plaza. Develop a sales plan that will help you manage existing customers and find new opportunities.
Simply outstanding customer service by Electrolux

Simply outstanding customer service by Electrolux

Teams excited and engaged about Customer Service at the Electrolux Academy. Mercuri work with Electrolux on a programme designed to grow their new team members, retain and develop their talented sales and service teams.
Social Selling as part of your Sales Strategy

Social Selling as part of your Sales Strategy

Talk to us about Social Selling in the Sales Process. From new customer acquisition to Key Account Management, find out where social selling makes sense and how to improve your social selling success.

Taking Sales to a Higher Level

Back

Sales challenges in pharmaceuticals

There were a number of recurring themes at the Pharma Commercial & Sales conference centered around an ever-evolving market and the digital transformation.  Presenters and delegates were ultimately asking the questions what is the future of the salesforce and what is the role of the Key Account Manager?

Our observations from the day include:

Industry concerns

  • “We need to collaborate more with our customers, but we don’t know how. How do we find a shared agenda?”
  • “The decision making process is becoming more complex and often decisions are made by committee”
  • "For change to happen it needs to be embraced by the leadership team."
  • “There are more people involved in the decision making process and there is a shift from HCP (Health Care Providers) to a more senior management level” “There is no longer a focus on HCP”
  • "It is difficult to agree on the right KPIs, this is partly due to regulation."
  • “There is more focus on price as a buying criteria.”
  • “There is a move from product focus to customer focus.”
  • “Payers don’t trust us and we don’t trust them”

Talent development requirements

  • “The skills that the salesforce need are changing”
  • "We need a more consultative approach."
  • “It is a challenge to hire good Key Account Managers
  • “Sales is moving on-line, one presenter said 25% is now on-line”
  • “We need better sales managers, they struggle with coaching skills.”

Improving customer relationships

There was an instant voting platform and when delegates were asked how to improve customer relationships, the recommendations were to: listen, understand, be prepared to give and develop trust.  Some things never change, regardless of evolving markets and the need to embrace digital transformation, developing customer relationships is always imperative to success and nothing will replace the face to face.

 

Sales challenges in pharmaceuticals