As beach umbrellas go up, many pharma sales reps see their HCP access opportunities go down. But at Echelon, we're equipping innovative teams with our STAR model to turn summer's "out of office" into "in with opportunity." Here's how:
S - Strategy: Navigating summer schedules Challenge: HCP vacation schedules and reduced office hours STAR Solution:
Identify and engage key office staff and nurse practitioners
Develop "micro-moment" techniques for high-impact, brief interactions
Our data shows reps mastering Strategy see 40% higher engagement rates during summer
T - Tenacity: Overcoming tightened "no rep" policies Challenge: Stricter access policies during slower months STAR Solution:
Train reps to confidently position themselves as "value-add" visitors
Practice persistent (not pushy) follow-up techniques
Teams improving Tenacity are gaining access at 3x the rate of their peers
A - Adaptability: Perfecting your "digital doorknock" Challenge: Increased reliance on digital communication STAR Solution:
Craft compelling, personalized outreach for email and social platforms
Develop concise, high-impact messaging for brief interactions
Reps excelling in summer Adaptability see a 50% higher response rate to digital outreach
R - Readiness: Strategic preparation for post-summer success Challenge: Decision-makers are harder to reach STAR Solution:
Implement "influencer mapping" to identify key network connections
Use the summer lull for deep account planning and strategy refinement
Teams that prioritize Readiness during summer see 20% stronger starts to Q3
Integrate all four elements to create a comprehensive summer strategy. For example, use Strategy to identify new contact points, apply Tenacity to secure brief meetings, leverage Adaptability to maximize impact in limited time, and incorporate it all into your Readiness for sustained success.
At Echelon, we're using our STAR model to help pharma teams transform summer access challenges into springboards for Q3 and Q4 success. Our CoachAlytics platform allows leaders to measure improvement across all STAR elements, ensuring your team is making the most of the summer months.
How is your team applying strategy, tenacity, adaptability, and readiness to maintain HCP engagement this summer? Share your STAR-inspired approaches below!
Ready to make your team STAR performers this summer? Book a free consultation with Echelon to learn how our STAR model and CoachAlytics platform can help your team maximize HCP engagement, even during the slowest months.
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