Virtual Sales Changing Landscape

The Covid-19 pandemic has caused many pharmaceutical companies to think more critically about their customer engagement practices.

Resulting in pharmaceutical companies evaluating the virtual sales channel more closely to understand the opportunity and benefits.

FX2 Recommended Virtual Sales Representative Territory Configuration:

Virtual sales representatives are assigned approximately 600 Targets of which 200 are Priority Targets:

• Whitespace Targets (Deciles 6-10)
• Grayspace Targets (Decile 4-5) in existing territories
• No Access Targets in Territories aligned geographically
• Vacancy Coverage 

Virtual sales representatives coordinate with field representatives/sales management on No Access Targets Activities 

 Pharmaceutical companies are rethinking product launches. A mixed Virtual and Field team deployment will accelerate product adoption with fewer resources at launch. A virtual sales representatives can deliver 4X activities at a 6X lower cost per call. 

 Virtual sales representatives are not constrained by traffic, packed waiting rooms and no access office policies, allowing for more reach and frequency by a combination of video, phone, email, text and or fax. 

FX2 Recommended Virtual Sales Representative Territory Configuration:

FX2 virtual sales representative are assigned 600 targets of which 200 are priority targets:

• Whitespace Targets (Deciles 6-10)
• Grayspace Targets (Decile 4-5) in existing territories
• No Access Targets in Territories aligned geographically
• virtual sales representative provides vacancy coverage in their geographic area

Virtual sales representatives coordinate with field representatives on no access target activities 

 Managed Care continues to increase the number of roadblocks to prescription fulfillment. FX2 can provide pull through support by working directly with the prescriber's staff and dispensing pharmacy to increase the number of properly submitted PAs, thereby increasing the number of filled prescriptions.

In geographies supported by Patient Reimbursement, clients have experienced:  

• lower payer rejections due to prior authorization issues
• increase patient access to treatments
• increased sales team productivity
• increase impact of the pharmacy network