Grounded Field Teams Impact Healthcare Professional Interaction

Grounded Field Teams Impact Life Sciences Healthcare Professional Interaction

In comparison to other industries, the life sciences has been slow to progress on integrating digital advantages into their business models. Primarily, it has remained a business of frequent office visits to medical practices and healthcare facilities in order to maintain relationship status for product promotion.

In the last decade, health communities have begun to limit rep / physician access, but pandemic COVID-19 has closed the doors on most interactions.

Medical device and pharmaceutical companies within the US are currently grounding sales forces to prohibit all sales face to face meetings within medical practices. This abrupt disruption in engagement has companies shifting to adopt virtual sales capabilities, including video conferencing, email automation, asset management, and activity tracking.

Rapid changes are coming for collaboration opportunities 

Sales forces and physicians are already responding to the change in channel preferences through tele-medicine and virtual engagements, while others are being left without choices during times like COVID-19. In fact, TikaMobile is partnering with Zoom to allow customers to manage calls and coordinate virtual healthcare professional (HCP) engagements all within their CRM platform. More companies are expected to integrate virtual services and communication capabilities to enable for successful collaboration for both sales rep and HCP.

Physicians have been waiting for remote engagements

On the plus side, physicians are already preferring virtual connections to in office visits. Kineticos Life Sciences states, “A CMI Media survey across multiple specialties showed that while 50% of physicians approve of in-person visits, 79% actually prefer e-details and 43% would prefer web conferences. Other reports show a majority of providers prefer communicating by email.” This bodes well for sales forces who will be interacting with physicians virtually, providing a runway for further virtual engagements.

Outlook to a Combined Future

As digital transformations have continued to rise and place pressure on the healthcare communities, pandemics like COVID-19 may cause expedited transition and drive the capabilities of remote communication channels. It is expected that social interactions will continue in the future, but providing an alternative channel to collaborate in a meaningful and engaging way will offer many advantages to field teams. Teams that offer balance between physical and virtual engagements will find success when considering targeted messaging, activity metrics, and performance indicators.

Looking for a way to connect with your physicians virtually?

Contact us for more information on TikaMobile’s integration with video conferencing on your platform.

References:

Staying Healthy While on Visits

When work gets busy, we tend to let a lot of things fall to the back burner. During visits and meetings, it is still important to prioritize your own health. In doing so, you are keeping yourself and others from getting sick. To avoid the flu, common cold and other pesky illnesses, consider basic tips that Tika recommends to keep you and your clients happy and healthy throughout your visits.

Wash your hands frequently

It sounds obvious, but it doesn’t hurt to wash your hands more often than you may usually do so. The CDC says that hand washing can prevent the spread of common colds by 20%. Times when it is important to wash your hands include before or after eating and before or after going to the bathroom. Also consider before and after you meet with prospects, since you will likely be shaking their hands. However, it is not impolite to tell someone you don’t wish to shake hands, especially when it is the heat of flu season.

Carry supplies

This can include hand sanitizer, whether in your car or in your briefcase. Another tool for disinfecting and preventing illness is wet wipes, which can be bought in handy travel-sized packets, often in the travel section of your drugstore.

Clean your phone and tablet

We know that your phone and iPad are your saving grace at work, but when was the last time you really wiped that thing down? A soft cloth will get rid of fingerprints, but you can use wet wipes on your screen, as long as you wipe it dry and avoid holes such as the microphone, speaker or charging port.

Just stay home

If you aren’t up to it, there is no harm in cancelling a meeting. Remember that it is important to keep yourself healthy, as well as your potential clients. They will understand. Also, consider the fact that with our advancing technology, there are solutions to manage remote work and meetings, such as phone conferences, skype, zoom, or google hangouts. 

 

In the medical industry, it is important we all stay healthy, and at TikaMobile we care about your well being. Stay happy and healthy so you can continue your success in your visits

 

Citation:

https://www.cdc.gov/handwashing/why-handwashing.html

 

5 Steps to Improve your Overall Sales Strategy

How to Improve Sales Strategy

As a company builds and develops, adjustments may need to be made in order for your growing sales team to thrive. Whether it’s realigning Key Performance Indicators, zeroing in on customer trends, or coaching your team to go in a new direction, there’s always room for improvement. Here are some quick tips to realign your sales force.

Improve your Overall Sales by evaluating your market1. Evaluate your market

In order to make a change in sales projections for any product, it is necessary to evaluate the market that you are looking to penetrate. Identifying trends within territories, between accounts and across your product portfolio will provide insight into your potential for growth. A few research tools to consider include interviews, surveys, questionnaires, and focus groups. These tools can help identify critical information about the importance of price or product features, as well as the strengths and weaknesses against competitors in the market.


Improve your Overall Sales strategy by setting Strategic Goals2. Set Strategic Goals

Aside from knowing where and when to play, setting the goals and processes in place that are needed to be successful is the next crucial step for improving effectiveness. Traditionally, any results driven goal should be Specific, Measurable, Actionable, Realistic, and Timely (SMART). It is known that documenting and revisiting these goals increases the likelihood of reaching them. In fact, a Harvard Business Study found that the 3% of graduates from their MBA who had their goals written down, ended up earning ten times as much as the other 97% put together, just ten years after graduation.1 So when you are setting your strategic goals to penetrate the market, be specific, secure measurable parameters, ensure actionable and trackable tasks, always be realistic, and set a time that can be accounted for when the goal is reached.


Improve your Overall Sales strategy by Team Alignment3. Align your Team

When everybody does well, the organization does well. It is imperative that the strategies that are developed are thoroughly communicated to all teams so they have a clear plan in place to move forward. According to a report published by McKinsey, workers spend an average of 14% of their workweek in communicating and collaborating internally. The study showed that improving the internal collaboration through social tools could help raise the productivity of interaction by as much as 20 to 25%.2


Improve your Overall Sales strategy by Investing in Influential Technology

4. Invest in Influential Technology

The technology your company uses to stay on task, communicate and track progress can be detrimental to your sales force. Excel spreadsheets, desperate emails, and silo portals deny the existence of a collaborative environment. As McKinsey stated, collaborative tools and technology can influence productivity by 20-25%. What your company needs is a piece of technology that combines all of your needed features into one. For instance, TikaMobile saved National Account Management teams 3 hours a day by enabling better communication and proposal management with the internal contracts team, providing automated pricing quotes and proposal generation.3


 making time for Team Feedback5. Make time for feedback

If you don’t take time to regress every now and then, there is no way to truly evaluate if you are staying on track in reaching your goals. It’s important for the individual and the company to realize success and be honest where there is room for improvement. According to Queens EDU, about 75% of employers rate teamwork and collaboration as “very important”, yet only 18% of employees get communication evaluations at their performance reviews.4 To keep the team accountable, TikaMobile’s TikaCoach allows teams to track goals and communicate with management on progress and success. Periodic reviews are scheduled and tracked, and team’s are provided with a 360 degree view of their performance.


Fortunately, TikaMobile Inc. can help you and your team with a lot of these steps. Our cohesive application and proven workflows bring all of the necessary tools into one place, allowing you to organize, track, and analyze to improve productivity throughout the organization. To learn more on how our product has empowered commercial teams throughout the life sciences, visit our website www.tikamobile.com.

For more information on TikaMobile, let us hear from you or email us at info@tikamobile.com

Citations:

  1. https://sidsavara.com/why-3-of-harvard-mbas-make-ten-times-as-much-as-the-other-97-combined/
  2. https://www.mckinsey.com/industries/high-tech/our-insights/the-social-economy
  3. https://tikamobile.com/nationalaccounts_cs/
  4. http://online.queens.edu/resource/business-leadership/infographic/communicating-in-the-workplace

Breaking Down Silos; the False Construct of Silos in the Pharmaceutical Industry

What is an industry silo?

In the pharmaceutical industry, silos are described as functions of a business, both internal and external, that are separate and without integration. The silo mentality occurs when departments do not communicate their ideas, goals, tools or priorities with one another in order to achieve business goals. The company’s way of thinking is straight up and down, like a silo, causing implementations to be uncoordinated, duplicative and the opportunity for true end to end optimization becomes difficult.

Silo’s are common and can live internally and externally throughout the industry. 

They form due to many reasons, but often because teams are hyper focused on achieving their goal within their budget, on their timeline, and lack the visibility and coordination skills to holistically optimize business processes across the organization. The scenario when Marketing purchases an asset management system that doesn’t integrate with the CRM that the Sales team uses to showcase approved marketing materials to clients, or the variation of HCP and Pharmacy lists that are independent and specific to each group interacting with it, are prime examples of silos affecting internal business. 

By and large, when silos are present and disruptive inside an organization, they become visible to external business relationships and cause similar issues outside of the organization. 

Breaking down silos

Eliminating silos within an organization provides companies the opportunity to capitalize on current investments and drive value across operations. In order to eliminate these silos, companies must begin by determining where the problem is occuring. The ability to analyze the interactions between internal and external functions to understand where the disconnect in communication occurs is a good first step to removing a silo. Ensuring that all key stakeholders of each silo are involved enables integrated approach and will provide a cross-functional way to transform into a productive organization.

Introducing…Multichannel

To really experience your multifaceted organization through and through, introduce the industry adaptation of multichannel. Multichannel shatters any idea of silos by immersing integration within an organization. In the pharmaceutical industry, the tradition of silos was severely misaligned, and the introduction of a multichannel approach has readjusted the industry both internally and externally.

Cross-functional approaches sparks proper collaboration and new phases within a company. Patrick Lencioni is quoted calling silos a “waste of resources, (that can) kill productivity, and jeopardize the achievement of goals.” Multichannel is the approach that creates synergized silos that work together and benefit each other mutually. They look at stakeholders and analyze the interactions of multiple channels and the way they produce outcomes when they are integrated. Due to the synergy of multiple channels instead of direct top-to-bottom approaches, multichannel is a more efficient implementation against silos in the pharmaceutical industry.

Eliminating the use of industry silos and integrating the use of multichannel seamlessly enhances overall productivity and communication in the workspace. Better company collaboration leads directly to better decision-making. A number of high-level and high-return benefits come from the introduction of multichannel.

With the help of advanced analytics and Customer Relationship Management, your company can shatter silos and be connected with one another. Contact TikaMobile Inc. or email us at info@tikamobile.com to see how we can help you and your colleagues with multichannel integration, through the use of our cloud-based computing applications.

 

Our World is Going Mobile, and CRM is Adapting with it

In the past decade, there has been a mass shift from the use of desktops to mobile devices as the primary source of information.

Because of this, many people expect real time information at their fingertips at anytime and anywhere. In 2019 there are over 5.1 billion unique mobile internet users, up 2% from the previous year. On top of that, 50% of the time individuals spend on digital media is on mobile apps. With this increase in usage of mobile devices, it is imperative that life sciences companies match this immense growth and utilize mobile. 

Why is a mobile platform important to a company’s success?

As life sciences companies witness this change in source of information, they must adopt mobile platforms to stay on the cutting edge. The days of utilizing spreadsheets on desktops and handwriting notes during meetings with doctors are dissipating. There are countless reasons as to why smartphones and tablet sales have surpassed desktop sales. The immense speed of mobile applications, the availability of advanced analytics at one’s fingertips and increased flexibility enables teams to boost their overall efficiency.  Researchers at iPass have found that companies with employees using mobile devices for work-related purposes possess the potential to acquire an extra 240 hours of work annually from employees.

What is a mobile first design and how can it benefit a user?

A mobile first design is when a platform is created for the smallest screen first, such as a smartphone or tablet. As users spend, on average, 69% of their media time on smartphones, it is imperative that applications and platforms are designed for the smallest devices first.  This leads numerous advancements in platforms, in turn establishing increased efficiency and overall team success. Because the platform is designed for the smallest screen possible, it emphasizes the most crucial components needed for success and does not include any unnecessary data or information. A mobile first design also leads to faster loading times and decreases frustration with the tool. In fact, a UK newspaper, the Telegraph reported that a study found that slow loading speeds on applications causes slightly more stress than a thriller movie, with heart rate jumping 38% when delayed loadings occur.  All of this leads directly to the improved user experience component of a mobile first design. These platforms tend to be more user friendly, as they possess the needed information, process it at quick speeds and provide the employee with more flexibility. 

What benefits does mobility provide an entire organization with?

Mobility is everything for a company. Overall team productivity significantly increases, ultimately driving increased revenues. Here are some of the benefits of mobility for an organization:

  • Increased sales with a shortened sales cycle
  • All of your files are in one application, facilitating ease while sorting through data and information
  • Production and planning are immensely faster with up to date information at one’s fingertips
  • Improved information insights with advanced analyses of vast data 
  • Heightened collaboration as the mobile application allows access to every team, anywhere, leading to more transparency across the organization
  • An organization’s strategy plan is easily constructed and visible to all different teams 
  • Ability to access and update leads and communicate with team about these lead

How can a mobile platform improve the customer’s experience?

In the life sciences industry, the patient-centric mentality is vital to overall success. With increased business intelligence and more productive meetings between sales teams and doctors, patients are being provided the best health care possible, at all times. Most importantly, mobility allows sales reps, as well as other teams within an organization, to ensure they are adding value to the system. 

These are just some of the advantages and capabilities an organization can possess with a mobile platform. TikaMobile’s platforms possess more capabilities than listed above. To find out more about our platforms and their capabilities, please contact info@tikamobile.com.

Focusing on High Quality User Experience in Life Science CRM Applications

What is UX?

As the use of mobile devices continues to increase, so do people’s preferences for using their mobile devices to access websites, apps and content. These shifting preferences, and the fact that people are accessing websites, apps and content through multiple devices, have intensified focus on the user experience (UX) in software design. Here are several key factors that go into ensuring an optimal UX:

  • Design 
  • Utility 
  • Accessibility 
  • Usability 
  • Ergonomics 
  • Performance

How does UX design play a role in the life sciences industry?

As patient centricity becomes increasingly prominent within the life sciences industry, a strong emphasis on positive user experience is crucial for business intelligence and CRM platforms. From sales reps to Medical Science Liaisons (MSLs), each team’s end goal is to lay the groundwork for the most positive patient experience. Ergonomics, the study of people’s efficiency in their working environment, is the driving force behind UX in the life sciences industry because without maximum efficiency in all aspects of a CRM platform, patient-centricity becomes lost.

From contracts to the price of a drug or device, life science companies possess massive amounts of data. If a company’s platform does not have a strong UX design, then reaching the highest levels of efficiency is a daily challenge. In turn, prioritizing the creation of the best possible experience for the patient becomes more difficult. If unnecessary time is added to sales reps’ daily tasks, they might switch their focus from ensuring quality meetings to ensuring a greater quantity of meetings. As a result, their incentives become unaligned with their company’s strategic plan, ultimately disrupting the patient’s journey. 

What will a strong UX designed platform look like for your life sciences company?

Here at TikaMobile Inc., we know that a device or platform with a UX focused design should benefit teams across the board so that all parties involved seek to utilize it. In fact, approximately 92% of our platform users voluntarily utilize our applications daily. This success stems from Tika’s “mobile-first” design, which ensures that the platform has a user-friendly design across various devices. Applications are created to be simple on the user-end, while the complexity lies with the data processing side, or the back end of the platform. The minds behind the creation of a life sciences CRM/BI tool with optimal UX design must possess extensive knowledge and experience in the industry and constantly seek advice from MSLs and sales reps to ensure all of their needs are met with the best possible design.

This is a key factor that we have embraced. Our designers have worked in the industry. They know what it’s like, they know the pain points and they know what best-practices look like. All of this experience gets coded into the platform. In addition, we conduct rigorous interviews with our customers in order to paint day-in-the-life pictures of each type of person that will use the platform. 

Creating a positive user experience will not be the same for all customers because some users require certain features specific to their company’s business models and strategies. The ability to personalize the platform’s features for a customer’s needs is pivotal. Your platform provider must have the tools and resources available for customization and to readily improve your system if changes are required or issues arise.

With a design focused on user experience, efficiency increases, people get value out of the platform, and so utilization of the application becomes voluntary. Increased usage of the platform benefits the entire organization. All the necessary information is on one, easy-to-use application, allowing processes to run much smoother, enabling the organization to be aligned and customer-and patient-centric. 

Ready to learn more about how TikaMobile incorporates UX? Click here or email us at info@tikamobile.com

5 Ways to Improve your Sales Calls in the Life Sciences Industry

Many life sciences sales reps can avoid cold calling because they have a targeted list of accounts that know their company and what they sell. But some life sciences sales reps find cold calling vital for developing new relationships and expanding their network. Whether the company is new, they launched a new product into a new market, or they’re forging a path into new geographical territory, cold calling is a vital part for new sales.

Cold calling can be intimidating, and sometimes talking on the phone just generally feels awkward. Establishing or polishing up a solid base strategy will make the conversation more casual, making you and your prospect more comfortable. 

Keep these 5 tips in the back of your mind during every call:

    1. Smile!
      Believe it or not, you can hear a smile. Smiling while speaking on the phone makes you sound more engaged. The person on the other end can hear a difference in your tone if you are moping on the call. In order to show your interest in the conversation, take a deep breathe, and smile as you speak
    2. Have a script.
      Your cold calls don’t have to be ice cold…have a plan! Before each call, review your goals. Who are you calling? Why are you calling them? What is the desired outcome of the call? You should keep notes in front of you during your call.
    3. A genuine greeting.
      Start with a warm, meaningful “hello” and build out the conversation from there. As you get to know your prospect better, ask about things you have learned. Ask about their medical practice, or their kids or spouse, or how their vacation was. This makes the conversation more personable, making both of you feel more comfortable.
    4. Be clear on your offer.
      As you get into your ask, be extremely clear what you are offering, as well as the benefits. Additionally, be prepared to answer any questions they may have.
    5. Follow up.
      After the call, compose an email to thank the prospect for their time, and reiterate any discussion you may have had about prices, deals, or a follow-up meeting you will be having in the future. Don’t forget to say thank you

Remember: each call is a unique opportunity. Treat it as such and focus on following the tips above for optimal success.

Good luck!

TikaMobile
Smart selling starts here.
+1 (646) 713-2024

Converting Data Into Actionable Information With an Intelligent CRM

In the life sciences industry, “too much data and not enough information” is an ever-present issue.

While many people within life sciences understand this as a challenge hindering success, many companies have not yet taken the necessary steps to implement change, starting with adopting a solution that addresses this problem. As our ability to collect more data increases, the complexities to create actionable intelligence will only become more challenging and critical.

Advanced analytical tasks involved in a data lake, such as reporting, visualization and machine learning are compiled into data that can be semi-structured, structured or binary. Data can be considered raw numbers, measurements, statistics or input collected and recorded but not yet interpreted. In our technology-centric world, data is readily accessible for companies to data mine.  All of that data, however, is meaningless and difficult to cohesively apply unless integrated technology can streamline and distribute these findings quickly.

Analytical tools, as well as a strong understanding of the overarching corporate strategy, are necessary to turn data into information that can be used to take action with confidence.

Before data is processed, organized, and structured, companies cannot use it to strategically grow and change their operations and analytical maturity level. Once data is evaluated, and sophisticated algorithms have been applied, it then becomes dynamic actionable intelligence that can help organizations better understand the driving forces behind their successes as well as shortcomings.

A CRM platform is a useful tool for companies to collect their data from employees and other sources in an automated and efficient way. However, a legacy CRM system merely collects field data and does not consider, nor turn it into actionable information. A sales rep may spend hours sorting through and deciphering  data in their CRM applications when they could be receiving and discovering insights from the information in seconds if they had access to a CRM system with business intelligence capabilities.  An intelligent CRM platform is able to cohesively compute the collected data and information throughout the commercial organization in order to evoke more informed strategic decision making.

Gartner’s Peter Sondergaard noted that “Information is the oil of the 21st century, and analytics is the combustion engine.” The right business intelligence can reduce hours of meeting preparation to just a few minutes. Inefficient systems make more work for you and your team, sifting through data and organizing found information into worksheets, as well as other disparate, inefficient tools. An efficient system should automatically convert the data into actionable intelligence, aiding users in making real-time, strategic decisions.

Companies need to invest in newer all-inclusive CRM solutions that possesses the capability of processing big data and producing real-time opportunities and insights to give all field teams numerous competitive advantages.

As CRM systems become more integrated, they will ultimately speed up processes and make for more high performing teams. Traditional CRMs are not designed for the complex and evolving needs of today’s life science organizations. Overall, an application able to combine everything the end-user needs into a single solution will ultimately increase productivity and overall corporate success. TikaMobile Inc., a New York-based life sciences technology vendor, combines advanced analytics, business intelligence and CRM to make all commercial and medical sales teams smarter, more strategic, and better-equipped to provide value-added solutions to existing and prospective customers. An intelligent CRM should cohesively brings disparate tools into a single platform with an optimal user experience. A two-way transfer of intelligence integrated within the CRM system provides the framework to guide strategic decisions across the entire organization. A platform that encompasses these tools and provides their users with them at top speed will help life sciences companies become or remain leaders within the industry.

About TikaMobile, Inc.

TikaMobile, Inc. is the premier leader in cloud-based business intelligence and CRM software for the global life sciences industry. By combining many disparate sales and marketing tools into a single easy-to-use application, Tika is transforming and optimizing sales organizations for pharmaceutical and medical device companies. Tika is committed to innovation, product excellence, and customer success and works with organizations of all sizes. Headquartered in New York City, Tika has offices in the United States, Europe and India. To learn more about how TikaMobile and its CRM solutions can help you and your company achieve business goals, please contact the TikaMobile team at info@tikamobile.com. Also, please explore our different applications and solutions at www.tikamobile.com

10x Medical Device Conference Interview with Manish Sharma

While attending the 10x Medical Device Conference in sunny San Diego, California, TikaMobile Inc. founder and CEO, Manish Sharma was approached and asked to be a part of a brief interview with Joe Hage, the host of 10x and founder of Medical Device Group. Joe conducts a “speed round” of interviews at the conference with founders titled “5 Companies that can Transform the Device Industry.” Below is Sharma’s interview with Hage.

 

To read more about or attend the next 10x conference, click here.

For more information on founder and CEO, Manish Sharma, click here.

To learn more about TikaMobile and the products we have to offer, click here or email us at info@tikamobile.com

Innovation and Success; A Conversation with our CEO

In an introductory meeting at TikaMobile’s New Jersey office, Manish Sharma, our founder and CEO spoke to our summer interns about the keys to success in a rapidly changing, technology-focused world.

An Indian Institute of Technology and Leonard N. Stern School of Business graduate, Sharma credits his success to thinking ahead. According to Sharma, innovation and the development of new technology should be considered on a “five year plan.” Trends run about five years at a time; if you generate a business idea that you believe would be successful in the markets now, there is potential that by the time you develop software and prepare a product for commercialization, technology will have surpassed the need for your business. “Based on trends now, look ahead and think five years from now. Create that, run with it, and by the time you’re prepared, the world will be ready for your product.”

Sharma also highlighted the importance of working hard and striving toward a goal. “Dress for the job you want, and carry yourself like it, too,” Sharma tells Tika’s new interns. As a young intern himself, Sharma worked as hard and as efficiently as possible, continuing to ask for more work to prove himself as a valuable contributor early on. He loved to help divide assignments, and found joy in giving himself the most challenging workload. 

“Challenging yourself to expand your knowledge will contribute to your overall success,” our CEO tells the room. One way Sharma likes to engage himself is by asking questions, attending conferences, and by reading business and leadership nonfiction. He referenced The Third Wave by Steve Case, which delves into the next generation of technology. Sharma highly values the works of Malcolm Gladwell, especially his New York Times bestseller, Outliers, in which Gladwell investigates the attributes that are responsible for the highest possible degrees of success in any field.

The meeting closes after Sharma discusses his goals and anticipated trajectory for Tika in the next few years. To stay ahead of the rapidly advancing state of technology, Tika hopes to revolutionize CRM software with incorporation of Artificial Intelligence and data lakes in the next few years.  Designed specifically for the life sciences industry, Tika’s innovative solutions integrate business analytic software with a CRM platform, empowering sales organizations of all sizes to perform their best and gain an edge on their competition. 

Manish sends his employees home with this: “To be successful is not a goal or a lifestyle; it’s an attitude. Incorporate this attitude into your everyday life and you will see a change.”

To learn more about Sharma and the rest of our team click here.

To explore more about TikaMobile and what we have to offer, click here or email info@tikamobile.com.

Interested in an internship or job opportunity with us? Email rthomas@tikamobile.com

Smart selling starts here.