Do you have the right metrics in place to know how well your KAM team is performing?
A Key Account Management (KAM) approach has taken hold in pharma circles, but is it producing results? Plenty of resources have been ploughed into establishing KAM teams and playing the ‘long game’ to build relationships and achieve more sustainable sales volumes. But the question continually being asked in many boardrooms is: how do we know if this is working?
KAM has been widely adopted across the industry, however an established set of performance measures has yet to emerge. Key Account Management Metrics explores the plethora of ways in which KAM can be measured and monitored in order to effectively assess its progress and value. Eight experts from pharmaceutical and consultancy companies share their experience and reveal a variety of thought-provoking insights.
Report available for immediate download -- place your order today
A one size fits all approach to customer engagement has been rendered ineffective by the evolving healthcare context. The gentle art of engaging customers, a more nuanced relationship building approach, and a longer-term viewpoint are all clearly preferred over a brute force sales push. But some are questioning the validity of this sea change. Defining clear KAM objectives and goals, backed up by relevant metrics, is the only way to collate the evidence needed to quell concerns and convert the doubters.
Find answers to these and many more important questions — download the report today
"KAM is at the centre of Takeda’s business model and KAM team performance management is vital to inform the business that our model is fit for purpose and adding value for both external and internal stakeholders."
Ras Ertan, Takeda Oncology
Critical insights from these and many other respected experts available for immediate download —place your order here
Report available for immediate download — place your order here
This critical intelligence is available for immediate download —order your copy here
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Do you have the right metrics in place to know how well your KAM team is performing?
A Key Account Management (KAM) approach has taken hold in pharma circles, but is it producing results? Plenty of resources have been ploughed into establishing KAM teams and playing the ‘long game’ to build relationships and achieve more sustainable sales volumes. But the question continually being asked in many boardrooms is: how do we know if this is working?
KAM has been widely adopted across the industry, however an established set of performance measures has yet to emerge. Key Account Management Metrics explores the plethora of ways in which KAM can be measured and monitored in order to effectively assess its progress and value. Eight experts from pharmaceutical and consultancy companies share their experience and reveal a variety of thought-provoking insights.
Report available for immediate download -- place your order today
A one size fits all approach to customer engagement has been rendered ineffective by the evolving healthcare context. The gentle art of engaging customers, a more nuanced relationship building approach, and a longer-term viewpoint are all clearly preferred over a brute force sales push. But some are questioning the validity of this sea change. Defining clear KAM objectives and goals, backed up by relevant metrics, is the only way to collate the evidence needed to quell concerns and convert the doubters.
Find answers to these and many more important questions — download the report today
"KAM is at the centre of Takeda’s business model and KAM team performance management is vital to inform the business that our model is fit for purpose and adding value for both external and internal stakeholders."
Ras Ertan, Takeda Oncology
Critical insights from these and many other respected experts available for immediate download —place your order here
Report available for immediate download — place your order here
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