在医药行业，现场力量的有效性是指一个公司的销售团队成功实现其目标的能力。它将培训、支持、激励和技术结合在一起，成为一个有凝聚力的系统，以提高效率和增加销售。现场力量的有效性与销售能力的概念密切相关，后者是指制药公司用来确保其销售代表在进入新市场时拥有所需资源的战略。

野战部队的有效性不同于 销售促进 在更多地关注实现成功结果的战术和技术方面。它需要了解客户的动机和偏好，以及了解竞争力量如何影响成功率。此外，外勤人员的有效性往往包括与特定细分市场或地区的利益相关者发展关系的策略。通过利用这些策略，制药公司能够更好地接触他们的客户并成功地增加销售。

Five Best Practices for Field Force Effectiveness

Assess & Improve Sales Processes

Companies must continually assess and improve their sales processes to ensure they are current with current trends and technologies. This includes assessing customer needs, developing strategies for overcoming competitors’ positions, and effectively utilizing resources.

Develop a Field Force Culture

The culture of the field force should encourage collaboration, innovation, and positive attitudes toward customers. By creating an environment where employees feel supported and appreciated, companies can increase employee engagement, enhancing productivity within the field force team.

Invest in Training & Technology

Pharmaceutical companies must invest in training programs and technology solutions to ensure field force members have the knowledge and tools to perform their job effectively. This may include investing in sales automation, customer relationship management, or performance metrics solutions.

Your field force program must be thoughtfully organized to align with your business goals for maximum value.  Companies that “throw a program together” often negatively impact performance, morale, and business outcomes.

Companies with small sales teams may value our outsourced enablement service to create a solid foundation for the future of their field force effectiveness programs.

Focus on Performance Metrics

Companies should focus on performance metrics when measuring the success of their field force effectiveness efforts. These could include the number of sales made, customer satisfaction scores, revenue generated per team member, or any other metric relevant to the company’s goals.

There are hundreds of potential business metrics to measure.  Start small, iterate, and remain agile.  Consider our definitive guide of metrics as you evaluate your programs.

Monitor & Track Results

Finally, companies should monitor and track results from their Field Force Effectiveness initiatives to assess whether they meet desired outcomes or if adjustments need to be made. Regular feedback loops between teams and stakeholders should be in place to ensure that any changes are being implemented promptly.

最后的思考

通过实施这些现场力量有效性战略，制药公司可以更好地使他们的团队拥有成功和在当今动态市场上保持竞争力所需的培训和资源。如果做得正确，这将提高生产力和客户满意度，最终为公司带来更大的利润。

欲了解更多信息，请阅读我们的指南 药品销售的成功.