Optimizing sales force effectiveness (SFE) is key for MedTech growth, with IQVIA’s 3-phase framework delivering measurable gains. Benefits include 5–10% higher HCP satisfaction, 10–20% improved efficiency in sales and marketing costs, 3–5% more prescribers, and 5–10% revenue growth. The model centers on three pillars: right segmentation and targeting (focusing on decision makers, influencers, and aligning with the 80:20 rule), personalized engagement (leveraging optimal channels, digital touchpoints, and persona insights), and next-gen sales force design (orchestrated roles, precise time allocation, and tailored GTM approaches).

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