Health Strategies Group, a provider of market intelligence to the pharmaceutical and biotechnology industries, has realigned its pharmaceutical sales force effectiveness service under a more strategic, future-oriented business vision and renamed the group Strategic Selling Outlook.
The goal of these changes is to help clients address the complex issues posed by today's selling environment and to anticipate and navigate the selling environments of the future. According to Rick Rosenthal, a principal at Health Strategies Group and leader of the company's sales force effectiveness practice, said: "The world is changing dramatically for those involved in pharmaceutical sales and the wisest course of action is to embrace that change and make use of the opportunities it presents." He added that information that is immediately actionable against a specific challenge is good, but today's selling environment requires information that helps pharmas assess physician attitudes and prescribing behavior over time.
He said that strategically, it's critical to get ahead of emerging trends and uncover unmet needs and gaps in knowledge. "Our goal with Strategic Selling Outlook is to provide both types of intelligence."
Rosenthal asserted: "We have to understand what doctors value and want in sales representatives today along with what they'll value and want tomorrow."
Rosenthal pointed out that the physician's world has changed significantly in the past decade and will continue to change. In order to be effective, he said, sales representatives must keep pace with this change and expand the scope of services they provide.
According to Health Strategies Group, Strategic Selling Outlook gives pharma companies a complete picture of the selling environment for the upcoming year as well as scenarios five years down the road.