The Current State of Pharma Sales
Covid-19 forced pharmaceutical companies globally to critically evaluate their customer engagement and sales practices. Pharmaceutical companies, on an average, reduced the size of their sales workforce 4%-6% during the pandemic. Research indicates that going forward less than 25% of interactions between a healthcare professional (HCP), medical sales liaison (MSL), and sales rep could be ‘in-person’. Over 60% of interactions will be ‘hybrid’, both in-person and virtual. Lockdowns, social distancing, and travel restrictions have permanently altered how both HCP’s and pharmaceutical reps engage with each other.
Omni-channel communication and AI-driven engagement is emerging as a top trend in Life Sciences and Pharma, with increasing pressure on delivering a digital new normal for all participants. HCPs are under more stress and need to balance time between patient care and virtual sales interactions. The industry’s future depends on balancing regulatory compliance, improving rep productivity, and engaging differently across a new generation of digital-first Field Reps, HCPs, and MSLs.
Of the 75% of physicians who preferred in-person visits from MedTech/Pharma reps prior to Covid-19, 47% now prefer virtual exchanges or less-frequent visits.
For over 40% of the interactions between HCP’s and reps, video calls is the preferred medium. Emails and Messaging (using WhatsApp, Slack etc.) constituted over 25% of the interactions.
HCP’s today have fewer hours (down 8% - 10% from pre-pandemic levels) to engage with reps, severely reducing walk-ins, drop-by and face-to-face interactions
How Aviso Helps Pharma Sales Teams
Aviso can help pharma sales leaders answer critical questions:
How can I equip my sales reps with the right digital tools to engage with HCP’s and MSLs?
How can my sales rep engage effectively with HCP’s in the changed post-COVID environment?
How can my manager productively coach reps and nudge them to victory?
Swarm and Win as One Team
Aviso is a purpose-built AI platform to help Pharma and Life Sciences teams better manage sprawl of people and tools, grow their HCP and MSL relationships and provide a superior customer experience within one integrated workspace.
Strengthen HCP Relationships
Gain intelligence on when to reach who, and what channel to use for deeper relationships and long-term transaction value. Aviso helps sellers use purpose-built messaging and video, with AI guidance to communicate better with HCPs, while capturing signals on activities and engagement on the health of the relationship.
Guide Reps Via Next Best Actions
Aviso surfaces Next Best Actions via a system of nudges for reps. In addition to providing a 360 view of interaction and engagement between a Pharma GTM team and HCPs, Aviso recommends Next Best Actions on who, when, where, and how sellers can engage with HCPs and MSLs to drive transactions and deepen relationships.
