As we reflect on H1 2024, one thing is clear: the days of simply detailing products to individual physicians are long gone. At Echelon, our data shows that teams successfully selling to Integrated Delivery Networks (IDNs) and organized buyers are operating in a whole new paradigm.
Key mid-year observations:
Decision-making has shifted: 70% of product adoption decisions now involve committees rather than individual HCPs. Is your team targeting the right stakeholders?
Value propositions have evolved: IDNs are 3x more likely to consider total cost of care and population health impacts over traditional clinical endpoints alone.
Sales cycles have lengthened: The average sales cycle to IDNs has increased by 40% compared to traditional HCP-focused approaches. How has this impacted your forecasting?
Cross-functional collaboration is crucial: Teams that effectively integrate insights from market access, medical affairs, and HEOR are seeing 50% higher win rates with IDNs.
Digital engagement is non-negotiable: IDN stakeholders now expect seamless digital interactions alongside traditional engagement. Is your omnichannel strategy up to par?
Reflecting on these trends, how can you adjust for H2 success? Our STAR model offers a framework:
Strategy: Align selling approach with IDN decision-making processes and value drivers.
Tenacity: Persistently pursue multi-stakeholder engagement despite lengthened sales cycles.
Adaptability: Flexibly tailor value propositions to address evolving IDN priorities.
Relationships: Cultivate trust and collaboration with diverse IDN influencers and decision-makers.
At Echelon, we're helping pharma sales leaders make these crucial mid-year pivots. Our CoachAlytics platform has been instrumental in identifying skill gaps and measuring improvement in IDN-focused competencies.
As you plan for H2, ask yourself:
Is your team equipped to navigate the complexities of selling to IDNs and organized buyers?
How will you adapt your coaching and enablement strategies to this new reality?
Share your experiences and challenges below!
Don't let outdated sales approaches hold you back in H2. Book a free mid-year strategy session with Echelon to assess your team's readiness for complex IDN sales and discover how our coaching solutions can help you exceed your 2024 targets.
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