The marketing and sales activity of a pharmaceutical laboratory or medical promotion agency relies mainly on the medical sales call carried out by the medical representative or pharmaceutical sales representative. This face-to-face interaction remains the cornerstone of pharmaceutical promotion, allowing professionals to present product information, respond to questions, and build strong relationships with healthcare providers. To ensure this activity delivers maximum value, pharmaceutical representatives must adopt smart strategies that enhance both efficiency and impact. Here are 3 tips on how to make the most of this activity, in order to achieve greater productivity and performance:
1. Focus on the quality of the visit, not the quantity
Some pharmaceutical sales representatives try to make as many visits as possible, regardless of the prospect visited. This approach isn’t really profitable, as it’s more interesting to visit potential prospects who have prescribing or purchasing power, than to reweave the whole territory and visit every prospect.
2. Don’t neglect planning
Some medical representatives or pharmaceutical sales reps don’t plan their medical visits in advance. They choose their destinations randomly, without any prior planning. They forget that planning allows them to focus on the prospects who will help them achieve their objectives with the minimum of resources and time.
3. Send regular visit reports
Some pharmaceutical sales representatives or sales reps don’t attach enough importance to the rigorous inputting of activity reports, and regard this task as boring and even pointless. Typically, they leave report entry to the end of the week. As a result, they may forget a lot of details about the visits made during the week, and so the data entered will not be accurate and complete enough. As a result, supervisors and managers find it difficult to make credible and real market analyses. Indeed, the absence of reliable data has a negative long-term influence on the development and continuity of the laboratory.
4. Conclusion
As we have seen, these good habits have a very significant positive impact on performance and productivity. Consistency in execution, thoughtful planning, and effective targeting are key drivers of sales effectiveness.
Bird Notes pharmaceutical CRM makes it possible to optimize delegates’ daily rounds in a more practical and efficient way, through dedicated modules for report entry, visit planning, customer profiling, and lead management. It also provides valuable insights through dashboards and analytics, helping both sales reps and managers monitor progress and adapt to changing market conditions. Leveraging the right digital tools ensures that field efforts translate into measurable business results and sustainable growth.