KAM teams are still evolving but they’re also concerned about their future. They need appropriate measures to demonstrate their true value because without them, it’s impossible to understand the real impact of their specialist skills. It’s widely agreed that both quantitative and qualitative tools are vital but what is the correct mix? We’ve taken a forensic look at how KAM metrics have changed over the last 12 months and found out how the best new ideas are being actioned.
In KAM Metrics: Measuring Success 8 senior level KAMs from across the sector discuss recent progress, their lingering concerns, as well as revealing what else must happen if pharma is to propel KAM performance forwards to greater success.
Use this report to:
- Avoid slipping back into old habits: Quantitative metrics only show one part of the picture, but they are compelling for traditionalists. See which combination of quantitative and qualitative measures will help you to dig deeper and deliver far better insights.
- Fill the gaps in your approach: Discover what top KAM teams are already measuring and adapt their ideas to boost your own KAM measurement and management strategy.
- More effective ‘super account’ management: The most promising accounts need to be carefully matched with your most effective KAMs—but how can you be sure the right skills are being applied? These measures take away the guesswork.
- Decide what to measure, how, and how often: Are some of your metrics a little ‘ad hoc’ or inconsistent? Understand where best to focus your attention to gain a balanced and confident view.