Physician Engagement

Today more than ever, Pharmaceutical and Biotechnology companies seek to maximize their substantial investment in their sales force. Getting feedback from physicians on their experience with sales reps is critical in understanding and improving the return on this investment. At PeopleMetrics, we take a unique approach to measuring and acting on physician feedback about sales reps:

• Instead of "sales rep effectiveness," we measure Physician Engagement, which is a more powerful predictor of physician behavior based on the relationships between individual physicians and sales reps
  
  
• We continuously measure Physician Engagement and empower sales reps and managers to improve their performance through frequent reporting of results at an individual rep level

With PeopleMetrics Physician Engagement Management (PEM) solution, you can create a more physician-centric sales force. A brief description of our approach is given below. To learn more or schedule a live demo, please click here.

Measure Physician Engagement, Not Sales Force Effectiveness

Physician Engagement is about more than effectiveness; it measures the relationship between the sales rep and the physician. PeopleMetrics has found a positive correlation between Physician Engagement and business outcomes, including prescribing behavior, length of visits and detailing frequency. What does an engaged physician look like? PeopleMetrics has established four characteristics of Physician Engagement:

• Retention:  Engaged physicians will continue to spend time with your reps in the future.
  
  
• Effort:   Engaged physicians will go out of their way to meet with your reps.
  
  
• Advocacy:  Engaged physicians would recommend your reps to their colleagues.
  
  
• Passion:  Engaged physicians enjoy meeting with your reps.
  
  

In addition to the measure of Physician Engagement described above, we have also identified 15 questions that are drivers of Physician Engagement (PE15™). To learn more about our Physician Engagement Management model and the original research behind it, click here to request a copy of our national self-funded Physician Engagement study.

Continuously Measure Physician Engagement, Empower Individual Sales Reps

Most sales rep effectiveness surveys are analyzed in the aggregate and have very limited sample sizes at the sales rep and territory levels. Physician Engagement Management is different - we deliver continuous physician feedback to individual sales reps throughout the year. With Physician Engagement Management, each sales rep receives:

• Regular (monthly, quarterly, or bi-annual) reporting on their Physician Engagement levels
  
  
• Competitor levels of Physician Engagement
  
  
• Performance on key drivers of Physician Engagement
  
  
• Message recall of key brand messages
  
  
• Personal strengths and opportunities for improvement

Reporting can be accessed through PeopleMetrics online reporting hub or pushed to sales reps via an easy-to-access PDF document. Sales Managers can access all results on PeopleMetrics online reporting hub and easily drill down to view individual sales rep results.