From Sales Rep to Strategic Partner
Wed, Sep 16
|
02:25 PM - 02:50 PM
120C
Session details:
As access challenges intensify and healthcare delivery continues to evolve, pharma companies must rethink the role of the field force. This session explores how leading organizations are moving beyond traditional sales models to build customer-facing teams that deliver greater strategic value.
- Shift from product knowledge to practice knowledge and deliver insights that matter to providers, health systems, and care teams
- Reimagine the field force as trusted clinical and strategic partners rather than product advocates
- Break free from outdated incentives and activity-based metrics that reward volume over customer value
- Explore how horizontal selling can strengthen engagement across increasingly complex healthcare ecosystems
- Build the capabilities, talent profiles, and operating models needed to thrive in a low-access environment