Regions
MAIN/REGIONS
regions/
Regions
  1. Americas
  2. Asia & Oceania
  3. Europe
  4. Middle East & Africa
  1. Solutions
  2. Products
  3. Insights
  4. About
  5. Careers
  6. Contact Us
MAIN/search
MAIN/Solutions
Solutions/
SOLUTIONS
  • Research & Development
  • Real World Evidence
  • Commercialization
  • Safety & Regulatory Compliance
  • Technologies
LIFE SCIENCE SEGMENTS
HEALTHCARE SEGMENTS
THERAPEUTIC AREAS

Impacting People's Lives

"We strive to help improve outcomes and create a healthier, more sustainable world for people everywhere.

LEARN MORE
Harness the power to transform clinical development

Reimagine clinical development by intelligently connecting data, technology, and analytics to optimize your trials. The result? Faster decision making and reduced risk so you can deliver life-changing therapies faster.

Research & Development Overview
Research & Development Quick Links
Real World Evidence. Real Confidence. Real Results.

Generate and disseminate evidence that answers crucial clinical, regulatory and commercial questions, enabling you to drive smarter decisions and meet your stakeholder needs with confidence.

REAL WORLD EVIDENCE OVERVIEW
Real World Evidence Quick Links
See markets more clearly. Opportunities more often.

Elevate commercial models with precision and speed using AI-driven analytics and technology that illuminate hidden insights in data.

COMMERCIALIZATION OVERVIEW
Commercialization Quick Links
Service driven. Tech-enabled. Integrated compliance.

Orchestrate your success across the complete compliance lifecycle with best-in-class services and solutions for safety, regulatory, quality and medical information.

COMPLIANCE OVERVIEW
Safety & Regulatory Compliance Quick Links
Intelligence that transforms life sciences end-to-end.

When your destination is a healthier world, making intelligent connections between data, technology, and services is your roadmap.

TECHNOLOGIES OVERVIEW
Technology Quick Links
MAIN/Products
Products/
CLINICAL PRODUCTS
COMMERCIAL PRODUCTS
COMPLIANCE, SAFETY, REG PRODUCTS
REAL WORLD PRODUCTS

CASE STUDY

"Data in a Day

LEARN MORE
MAIN/Insights
Insights/
BLOGS, WHITE PAPERS & CASE STUDIES

Explore our library of insights, thought leadership, and the latest topics & trends in healthcare.

DISCOVER INSIGHTS
THE IQVIA INSTITUTE

An in-depth exploration of the global healthcare ecosystem with timely research, insightful analysis, and scientific expertise.

SEE LATEST REPORTS

INSTITUTE REPORT

"Global Trends in R&D 2024

READ MORE

EMEA Insights

"IQVIA thought leadership with a focus on EMEA.

Learn more

WHITE PAPER

"DCTs Deliver Big ROI

LEARN MORE

WHITE PAPER

"Capturing value at scale: The $4 billion RWE imperative

LEARN MORE
MAIN/About
About/
FEATURED INNOVATIONS
  • IQVIA Connected Intelligence™
  • IQVIA Healthcare-grade AI™
  • Human Data Science Cloud
  • IQVIA Innovation Hub
  • Decentralized Trials
  • Patient Experience powered by Apple
WHO WE ARE
NEWS & RESOURCES

INVESTOR RELATIONS

"Visit our investor relations site for more information.

LEARN MORE
Unlock your potential to drive healthcare forward

By making intelligent connections between your needs, our capabilities, and the healthcare ecosystem, we can help you be more agile, accelerate results, and improve patient outcomes.

LEARN MORE
IQVIA AI is Healthcare-grade AI

Building on a rich history of developing AI for healthcare, IQVIA AI connects the right data, technology, and expertise to address the unique needs of healthcare. It's what we call Healthcare-grade AI.

LEARN MORE
Your healthcare data deserves more than just a cloud.

The IQVIA Human Data Science Cloud is our unique capability designed to enable healthcare-grade analytics, tools, and data management solutions to deliver fit-for-purpose global data at scale.

LEARN MORE
Innovations make an impact when bold ideas meet powerful partnerships

The IQVIA Innovation Hub connects start-ups with the extensive IQVIA network of assets, resources, clients, and partners. Together, we can help lead the future of healthcare with the extensive IQVIA network of assets, resources, clients, and partners.

LEARN MORE
Proven, faster DCT solutions

IQVIA Decentralized Trials deliver purpose-built clinical services and technologies that engage the right patients wherever they are. Our hybrid and fully virtual solutions have been used more than any others.

LEARN MORE
IQVIA Patient Experience Solutions powered by Apple

Empowering patients to personalize their healthcare and connecting them to caregivers has the potential to change the care delivery paradigm. IQVIA and Apple are collaborating to bring this exciting future of personalized care directly to devices patients already have and use.

LEARN MORE
MAIN/Careers
Careers/
WORKING AT IQVIA

Our mission is to accelerate innovation for a healthier world. Together, we can solve customer challenges and improve patient lives.

LEARN MORE
LIFE AT IQVIA

Careers, culture and everything in between. Find out what’s going on right here, right now.

LEARN MORE

WE’RE HIRING

"Improving human health requires brave thinkers who are willing to explore new ideas and build on successes. Unleash your potential with us.

SEARCH JOBS
MAIN/Contact Us
Contact Us/
Blog
The Role of Digital Technology in Sales Team Performance and Development
Raj Sevilimedu, Principal, Digital, AMESA
Oct 11, 2019
  • Blogs
  • The Role of Digital Technology in Sales Team Performance and Development

Pharmaceutical companies depend on the capability and experience of medical representatives to win over and retain healthcare professionals and relies on them to deliver medical innovations to customers. These representatives undergo frequent training to develop their selling techniques and skills, and to stay abreast of the developments in the industry.

Salesforce Performance and Development: Tasks and Obstacles

Medical representatives are burdened with copious tasks and goals to accomplish: maintaining physician lists, preparing territory plans, planning calls, distributing samples, auditing retail chemist prescriptions, and meeting sales targets. Added to these, the regular training and briefing sessions strain the sales teams’ time and resources that could have been spent on reaching more potential clients and earning more sales.

The time available for medical representatives to interact with physicians is shrinking. In an IQVIA HCP Space survey, 39% of physicians said that they spent an average of 3 - 5 minutes with a medical representative, and 27% said that they spent less than 3. It is crucial that this trend is reversed, so physicians can gain sufficient information and understanding of the representatives’ message and offering.

Skills development should also go beyond training sessions. Peer learning with real world situations further instills new skills and practices. Discussions with industry leaders and experts add an experienced perspective to the representative’s understanding.

While skills development and training are important to improve the salesforce, solutions need to be found to provide representatives with training and resources beyond time-consuming training sessions. Easily accessible and up-to-date resources on the industry, best practices, and the brand can give sales teams an edge against competition, are also crucial in allowing sales teams and individual representatives to learn and brush up on their skills on the move.

Digital Technology: Alleviating the Burden

Digital technology has given medical representatives new tools to overcome the hinderances they faced and enhance their meetings with valuable information and insight. With accessible data-driven analytics, drug information at their fingertips, and standardized communications, sales teams can now deliver their offerings and sell their products more effectively and efficiently. App innovations today also help representatives solve other obstacles they face, including lead prioritization, conversion prediction, and route planning.

New technologies must be seamlessly integrated into the sales training effort to pave the way for a new digitally savvy salesforce that is connected to the consumer and the ecosystem, and ultimately execute the companies’ sales strategy.

IQVIA Sales View

IQVIA understands that, to achieve high sales force effectiveness, it is necessary to bring a holistic view of the industry to the salesforce. That is why we’ve created a customized platform to enable pharmaceutical companies to engage and develop the sales teams on a continuous and consistent basis.

IQVIA Sales View is a unique app designed to be a digital learning and capability development companion for life-sciences commercial organizations, supporting the organization from medical representatives to managers.

IQVIA Sales View contains features and tools that help representatives handle various issues for better performance and effectiveness, including:

  • Doctor conversion and in-clinic communication
  • Knowledge on product differentiator
  • Self-assessment capabilities
  • Market insights with analysis and data
  • Weekly sales tips
  • Motivational success stories
  • Thought leadership articles and case studies
  • Weekly assessments to help users gauge their strength

Future features will include:

  • Educational videos on skill development
  • AI driven coach to improve in-clinic conversations
  • Sales capabilities in Med-Tech fields

Access IQVIA Sales View today to provide your salesforce with the competitive edge in today’s market.
Download now: http://salesview.solutions.iqvia.com/?utm_source=iqvia-thought-leadership&utm_medium=me-launch&utm_campaign=digital-in-sales

Contact Us