Decades ago, Peter Drucker was invited to address the senior management team at General Motors, he asked them a simple, but penetrating question: “Why should I buy a GM car?”
Many senior executives attempted to answer that simple question but, nobody was able to give a convincing answer! The senior managers at General Motors had unlearnt the art of winning customers by not being able to answer the simple question - “Why should I buy a GM car?” But they kept introducing more and more new models which less and less customers bought. And that was the prelude to GM’s decline and bankruptcy.
That question still resonates for every business including Indian Pharma. I wonder how many field sales people - Medical Reps and their managers can answer the question - Why Should the Doctor Rx Your Product? Having a clear answer to that question is the key to winning customers - be they doctors, chemists, distributors or hospitals.
As companies grow larger, hierarchies are created and sales processes like CRM/SFA evolve and become embedded. In the absence of a dynamic top leadership, hierarchy and processes become rigid and difficult to change even though rapidly changing market dynamics demand that they do. Bureaucracy slows down customer-centric decision making and inaction becomes part of the organisation's culture. The emphasis shifts from developing employees and winning customers to launching products and hitting numbers.
Peter Drucker rarely blamed individuals; he saw root causes in the design of organizations—in their structures, processes, norms, and routines. He would ask leaders a few provocative questions: “What is your mission? What should you stop doing? Where has the drive for short-term efficiencies undermined long-term effectiveness? What should be your objectives and guiding principles?”
Want to exercise without going to a gym?
Walking is a great form of exercise that you can do alone, with others, outside or inside.
Follow these great tips to make the most out of your next walk!
Decades ago, Peter Drucker was invited to address the senior management team at General Motors, he asked them a simple, but penetrating question: “Why should I buy a GM car?”
Many senior executives attempted to answer that simple question but, nobody was able to give a convincing answer! The senior managers at General Motors had unlearnt the art of winning customers by not being able to answer the simple question - “Why should I buy a GM car?” But they kept introducing more and more new models which less and less customers bought. And that was the prelude to GM’s decline and bankruptcy.
That question still resonates for every business including Indian Pharma. I wonder how many field sales people - Medical Reps and their managers can answer the question - Why Should the Doctor Rx Your Product? Having a clear answer to that question is the key to winning customers - be they doctors, chemists, distributors or hospitals.
As companies grow larger, hierarchies are created and sales processes like CRM/SFA evolve and become embedded. In the absence of a dynamic top leadership, hierarchy and processes become rigid and difficult to change even though rapidly changing market dynamics demand that they do. Bureaucracy slows down customer-centric decision making and inaction becomes part of the organisation's culture. The emphasis shifts from developing employees and winning customers to launching products and hitting numbers.
Peter Drucker rarely blamed individuals; he saw root causes in the design of organizations—in their structures, processes, norms, and routines. He would ask leaders a few provocative questions: “What is your mission? What should you stop doing? Where has the drive for short-term efficiencies undermined long-term effectiveness? What should be your objectives and guiding principles?”
Want to exercise without going to a gym?
Walking is a great form of exercise that you can do alone, with others, outside or inside.
Follow these great tips to make the most out of your next walk!
Comunicare con i Motori di Ricerca senza essere fraintesi: alla scoperta del ...Mamadigital
l primo vero fattore di ranking è rappresentato dalla capacità di comunicare correttamente con i Search Engines.
Il protocollo HTTP è l'opportunità per gestire efficacemente i processi di crawling nei nostri siti fornendo indicazioni in modo chiaro ai Search Engine. Nell'intervento verranno condivisi approcci ed esempi reali in cui la gestione attraverso il protocollo HTTP è stata risulitiva ed efficace anche in termini di effort, oltre che la recentissima case history in cui l'attivazione del protocollo HTTPS ha generato in Google inaspettati (e non reali) cali di visibilità.
Why KAM Fails in Pharma, Job Satisfaction Survey Results. Pharma Rural Marketing. Coaching in Pharma. 9 Simple Steps to Better Team Management. Basics of Pharmacology for Medical Reps and more
Comunicare con i Motori di Ricerca senza essere fraintesi: alla scoperta del ...Mamadigital
l primo vero fattore di ranking è rappresentato dalla capacità di comunicare correttamente con i Search Engines.
Il protocollo HTTP è l'opportunità per gestire efficacemente i processi di crawling nei nostri siti fornendo indicazioni in modo chiaro ai Search Engine. Nell'intervento verranno condivisi approcci ed esempi reali in cui la gestione attraverso il protocollo HTTP è stata risulitiva ed efficace anche in termini di effort, oltre che la recentissima case history in cui l'attivazione del protocollo HTTPS ha generato in Google inaspettati (e non reali) cali di visibilità.
Why KAM Fails in Pharma, Job Satisfaction Survey Results. Pharma Rural Marketing. Coaching in Pharma. 9 Simple Steps to Better Team Management. Basics of Pharmacology for Medical Reps and more
