Industry Focus: Pharmaceutical

The pharmaceutical sales force of the future

Pharmaceutical and biotech industry leaders recognize that historically successful, physician-focused solutions are not enough to sustain revenue growth.

Ensuring patient access to care demands a more sophisticated and flexible commercial model focused on identifying and addressing customer needs – a more customer-centric approach.

In times of industry turbulence, the strategy of “follow industry norms” is not sustainable. Building a successful customer-centric organization requires new thinking and innovative revenue growth practices.

The most successful customer-centric organizations, regardless of industry, exhibit the following characteristics:

  • Awareness to recognize gaps in current resources and competencies
  • Commitment to building the skills and support systems necessary to execute effectively
  • Ability to collaborate with customers to define mutually beneficial solutions
  • Courage to try, and sometimes fail, at testing innovative ideas

This means gaining expertise typically found in more traditional business-to-business selling models such as key account management and inside sales execution to go alongside today’s clinical expertise.

The Alexander Group will help expedite and orchestrate your journey to a customer-centric organization by challenging you to innovate and see your issues through a new, cross-industry lens. We will work with you to confirm unique customer needs and design, deploy and execute on the most effective go-to-market strategy for this challenging business environment. Contact us today.

Featured Industry Insights

Ignite Consistent Revenue Growth

Use your annual revenue planning to close gaps and seize new opportunities

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Industry Perspectives and Insights

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2019 Revenue Growth Planning

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Growth Ambitions and Strategies from Top Sales Executives

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What Are Executives Saying? 2019 Sales Compensation Trends Summary

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Complimentary Briefing: 2019 Sales Strategy Planning

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How Effective Is Your Annual Planning Process?

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Client Success Stories

Biotechnology Company Evaluates Role Design and Optimal Sizing for KOLM
Determine the right roles for your marketplace

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Sizing Methodology Approach Model Determines Right Size Sales Team
Develop the right-size salesforce while optimizing resource allocation

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Go-To-Customer Strategy Redesign
Successful activation of net new customer acquisition and major account coverage strategies

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To drive pharmaceutical industry revenue growth, contact us today

Practice Leadership

  • Craig Ackerman
    Craig Ackerman
  • Doug Beveridge
    Doug Beveridge