The dog days of summer are here, but savvy pharma commercial leaders aren't letting their teams doze off. At Echelon, we're seeing innovative strategies turn potential downtime into a competitive advantage. Here's how:
Challenge #1: HCPs are on vacation Opportunity: Perfect your omnichannel approach
Use CoachAlytics to identify gaps in digital engagement skills
Practice crafting compelling messages for various platforms
Role-play virtual detailing scenarios to boost confidence
Challenge #2: Slower pace in decision-making Opportunity: Deep dive into account planning
Leverage our RAMP model to enhance Resourcefulness in mapping complex IDN structures
Develop targeted strategies for key accounts, ready to deploy in Q3
Use this time to understand and align with the extended buying cycle of organized healthcare systems
Challenge #3: Team motivation dips Opportunity: Invest in personalized skill development
Utilize quieter periods for one-on-one coaching sessions
Focus on individual growth plans aligned with our BASICS model
Facilitate peer-to-peer learning sessions to share best practices and boost morale
Challenge #4: Reduced face time with customers Opportunity: Strengthen internal collaborations
Build stronger connections with medical affairs and market access teams
Conduct cross-functional training to enhance overall value propositions
Use CoachAlytics to measure improvement in collaborative selling skills
Challenge #5: Pressure to maintain pipeline Opportunity: Refine targeting and prospecting strategies
Analyze H1 data to identify successful approaches and areas for improvement
Practice crafting compelling value stories for different stakeholders within IDNs
Use scenario planning to prepare for various Q3/Q4 challenges
At Echelon, we've seen teams leveraging these strategies achieve 30% stronger starts to Q3 and 25% higher win rates in Q4 compared to their peers.
How are you transforming summer challenges into opportunities? Share your innovative approaches below!
Don't let the summer slowdown derail your 2024 targets. Book a free strategy session with Echelon to learn how our data-driven coaching solutions can turn your team's downtime into a competitive advantage.
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