Your field force are the face of your organization, they are responsible for creating your brand image in the market with their effective communication, commitment and relationship with your customers. If your field force are not satisfied you cannot build your brand value in spite of spending millions of dollars in marketing and promotion. So the leading organizations are always giving huge importance to field force excellence.
We always have experienced that employees working in restaurants like Café Coffee Day seemingly happier than in MNC Pharma companies. Your field force are not machine that can be driven only by efficient process alone. They require proper motivation, guidance and training to make the process work. Pharma industry is the industry which is facing high attrition rate and the reason behind that is hidden dissatisfaction lies in field force. Here are the top 5 obstacles towards achieving field force excellence:
1. Inability to get information needed in timely manner
Generally we have seen that Pharma industry rapidly hires field representatives and after providing 3-4 days training send them on the field and then the problem starts, field force needs to be updated always but the ground reality is that there is a huge communication gap between top management and field force. Even good information takes its own sweet time to reach the people at the ground level. Quality of information and timely dissemination of information can do wonders towards achieving field force excellence.
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