Perspectives on promotional effectiveness, performance measurement, coaching & capability, and execution discipline in pharma.
Performance Measurement
Why Evolution Index is the single most undervalued metric in commercial pharma analytics — and how a few small changes to how you calculate and display it turn it into a genuine leading indicator of sales performance.
Issue #78 min read0 comments
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Promotional Effectiveness
How a Company improved their Rep Triggered Email (RTE) adoption and utilisation 400% and increased their open rates by 20% at no additional cost.
Issue #65 min read0 comments
Promotional Effectiveness
How a points-based HCP value system shifted rep behaviour from quantity to quality, driving 13% higher sales growth in the first 9 months.
Issue #54 min read0 comments
Performance Measurement
How rethinking Coverage@Frequency through gamification improved HCP profiling accuracy from 50% to over 80% and doubled the addressable patient potential pool.
Issue #45 min read0 comments
Promotional Effectiveness
How calculating Individual Rxer Value, Cumulative Rxer Value, and Return on Promotional Investment can transform your HCP multichannel strategy.
Issue #33 min read0 comments
Performance Measurement
From airlines to pharma reps — how well-defined CSFs create measurable, actionable KPIs that drive the right behaviours and performance outcomes.
Issue #28 min read0 comments
Performance Measurement
How Opportunity Quadrant dashboards distil millions of data points into actionable insights using dynamic 2x2 visualisations.
Issue #12 min read0 comments