How effectively can your pharmaceutical sales reps pivot when they call on different customers in a physician practice? This agility is important not only for navigating the physician practice, but also for building more fruitful partnerships with customers.
Physicians, advanced practice providers, patient care coordinators, and practice managers have different concerns and different needs. To be effective in their sales roles, your reps need to quickly adjust their approaches on the fly so they can better relate to these customers. Otherwise, they could miss out on a major opportunity to highlight the benefits of your products and services.