Online CRM in the Pharmaceutical Industry -

Challenges and Success Factor

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Customer Relationship Management

Customer relationship is not just the present trend or relevance, it is throughout the
history of business where customer relationship has its own importance and concern.
Many years back when the digital era was not so updated there were struggles and mistakes which made
things much difficult to manage. Thanks to the development of the technical world, today! We have such
softwares which not only makes our work easier but also faster. CRM application helps you maintain each and
every minute detail about your customers as well as your managing reps which is indeed a boon for your
business. The only work you need to do is, analyze which kind of CRM application is essential for your
industry. And also you need to keep a track on the present trends and practices in order to personalize the
system according to your wants and needs in the market.

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Challenges you can overcome by implementing Pharma

CRM
Other sectors like FMCG, travel and call centre etc have direct interaction with the end
consumers. But, when it comes to Pharmaceutical industry they do not have direct interaction
with the consumers i.e, the patients. Here, though the consumers are patients the actual decider
is the doctor or chemist. Thus, the Pharmaceutical industry has many barriers to be faced when
it comes to gaining success.

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1. Pharma CRM software is a costly investment!

Choosing the right Pharmaceutical CRM software that provides the best feature with a cost
effective Pharma CRM software is very important. The cloud based CRM software helps you to
manage the overall database at a single platform. Instead of maintaining manual records,
implementing a CRM system can reduce paperwork and manual errors as well. It not only stores
customer data but also helps you to make your business tasks easier and quicker. Thus, you will
not regret investing on a cloud based CRM software.

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2. How to protect online CRM data?

Make sure that you are working with a reputed and trusted CRM vendor because it’s a shared
responsibility for the company to maintain the encryption and in the house premises well
restricted with security measures and also create a positive environment for the employees to
avoid any malfunctions and security breaches.

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3. Our MRs do not prefer using a Pharma CRM software!

Make your MRs understand the importance of using a Pharma CRM to complete their daily tasks.
Train your MRs regarding the using of CRM software. Until they realise the importance of using a
cloud based CRM software for their work, you cannot make them use the CRM system.

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4. Business process becomes easy

The CRM software helps you to improve the business process, the Cloud based CRM software will
help your hectic work schedule to be bifurcated according to the priorities and have a record of
the assigned task as well as completed tasks.

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5. Working with CRM system can be a time consuming task!

● The CRM system helps you to manage all the data at the single platform. Thus, you
need not have to waste time searching for information on different pages.

● It also helps you to bifurcate the prospects or the leads according to their level of
interest. By this you can eliminate the time being wasted for unfruitful leads.

● The CRM system provides automated Pharma report, which helps your reps to
eliminate the time wasted on preparing pharma report.

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Success of implementing CRM software

● The Pharma CRM helps you to track as much or as little of the client data that you require. It
is the present best technology which helps you to maintain a good relationship with your
clients for a longer time period.
● Implementation of a CRM software helps you to increase sales, improve marketing strategy,
define follow-ups, pipeline etc.
● The initial step of the business process in Pharma is to track leads, follow up, record the
entire data related to the doctors, chemists, healthcare etc (which includes specializations,
contact details, visiting time etc).
● And secondly, the everyday tasks of your reps are recorded and reviewed. The Pharma CRM
will allow you to document every detail and help you to carry out the business process
smoothly.

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Conclusion
Every Pharma is not the same, it has its own requirements and wants. Be sure to choose the right
cloud based CRM software which is appropriate for the size and type of company which you are
responsible for running.

You can also consider SalesBabu Pharma CRM software which provides features like -
MR Reporting Tool, Doctor Management, MIS and Pharma Report and Information based Decisions etc.

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