We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales profession in the coming new year and compiled their perspectives and opinions in our eBook, “Sales Performance Improvement Trends for 2018 and Beyond”. Mark Hood, MEd is a Senior Sales Consultant at SPI and manages large life sciences accounts. In this presentation, Mark explains his view on the coming sales performance trends.

1. © Sales Performance International NV 2018 1
Creating Account
Management Discipline in
Pharmaceutical Sales
By Mark Hood, Senior Sales
Consultant at SPI

2. © Sales Performance International NV 2018 2
What major trend can we see in the area of
pharmaceutical sales?
Pharmaceutical companies are
increasingly building strategic account
management capabilities for selling to
independent delivery networks.

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This new approach is very different
from old methods that required
reps to detail drugs to physicians
in the hope of influencing them to
write more scripts.

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There are additional stakeholders involved in the treatment decision-
making process and they have many different value drivers for the
decisions they make.
What is causing this trend?

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The new healthcare business model
exposes critical competencies
associated with account
management that is lacking in
today’s sales teams.

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Sales leaders are finding that
they must shift their
development plans to include
account management
competencies to be
successful in the healthcare
market.

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What opportunities or threats does the trend pose for
businesses and sales organizations?
Life Sciences companies that align the way
they sell to the way their customers buy will
be successful, and those that don't will get
beaten in the market.

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First, accept that this change is happening
and that the change will be permanent. Talk
to your customers to understand how they
are required to buy, who is involved in the
decision-making process, and why they
prefer one provider over another.
In light of the trend, what advice do you have for
business and sales leaders?

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Then, align your go-to-
market strategy with your
customer requirements and
preferences, identify the
sales organization and roles
you need, and define the
essential competencies for
those positions.

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Finally, assess your people
to determine job fit and skill
gaps, and provide ongoing
development and coaching
to close the gaps.

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Follow this link to download
our eBook where you can
learn what other changes
to expect for the sales
profession in 2018!