How to digitalize the sales department to continue selling products or services from home in the pharmaceutical sector

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Digital transformation has been greatly accelerated by the COVID crisis. Pharmaceutical companies that were already immersed in this process have been able to adapt to the new situation much more quickly than those that had not yet started digitalisation. In addition, the pandemic has brought about changes in consumption and work habits that are here to stay. Teleworking and purchasing through digital channels are no longer an option, they are essential.

Strategies for the digital transformation of the sales department
The pharmaceutical sector invests heavily in R&D&I, so the digitalisation of sales is a natural evolution, although there are many reservations in such a regulated sector.

To make that leap, it is necessary to create an online sales channel that attracts potential customers, align sales and marketing to effectively direct leads towards conversion, and invest in an Inbound Marketing strategy , as well as in sales training.

How to align marketing and sales objectives?
Smarketing is a key methodology in the digitalization of sales. It focuses on uniting the work of the sales and marketing departments when generating and managing leads . With this approach, objectives australia whatsapp lead information are shared in an integrated manner. This way, more sales are closed, the cycle is shortened and, above all, time and resources are saved.

Tools to digitize sales
Technology is essential for pharmaceutical companies' sales teams to be more efficient. In addition to implementing a Smarketing strategy and having a good definition of the Buyer Persona and the Customer Journey, it is necessary to have:

CRM. It is an essential tool that allows for optimized management of potential clients, as well as their monitoring throughout the sales process.
Ecommerce. Implementing flexible technology that allows for scaling and offers an optimal user experience is vital to achieving sales, loyalty and recommendations.
Sales automation. Marketing automation consists of executing marketing actions in a systematic manner that will serve to guide the potential client through the funnel in a non-intrusive way. It avoids manual and repetitive processes, improving efficiency.
How to manage CRM well
To make the most of CRM, it is necessary to add sales records and actions, something that the software facilitates by automating these tasks to a large extent. But, in addition, we must:

Assign tasks to team members.
Monitor the progress of sales opportunities.
Keep track of emails.
Optimize email sending using templates.
Integrate the email manager that we use so as not to lose any data or interaction.
Analyze communications with contacts.
Respond to messages from potential customers in an efficient and centralized manner.
Schedule meetings and manage your calendar.
Create customer service bots .
These are just some of the tasks that can be carried out with a CRM and that will allow you to take full advantage of its possibilities.

Why does my company need to go digital?
Digitalisation is no longer an option, it is essential to adapt to new consumer habits and remain competitive . The sales department of pharmaceutical companies must be one of those leading this digital transformation, which also involves a change in mentality and the adaptation of processes and structures.

Digitalisation not only helps close more sales, but also makes them recurring, reduces costs and saves time by eliminating administrative and manual tasks, allowing the team to dedicate time to working on more mature leads.