…use an application to support my Key Account Management process.
Historically Pharmaceutical companies have worked on the principal that a sales representative would visit a number of different doctors/ medical staff (‘one to one’) discussing the benefits of their product and looking to convince them to prescribe or use those products more often. Recently there has been a shift, with many other influencers becoming involved, in making decisions on what medical staff are able to prescribe. As a result a whole host of other influencers (‘many to many’) need to be included in the sales process.
In Europe, the change in the health care buying model has required a different strategic approach to selling. Those companies that have implemented specific KAM (key account management) processes and methodologies within their CRM system are reaping the rewards in sales.
We understand this complex selling process and realise that it is about changing behaviours and activities. We have helped organisations to map out this process and created SaaS applications tailored to their specific requirements which support the 'many to many' sales model.
For more information on how we can create a application to support your Key Account Management process please contact us or look at our IM KAM page.
