It is a New Year with new challenges and 2021 will continue the pattern of disruption in healthcare! What is not new is the importance of developing effective geography and account plans. Life Sciences companies that take a purposeful and consistent approach to developing, executing, and reviewing geography and account plans yield better results.

Most pharmaceutical organizations conduct year beginning meetings to align everyone on goals and key business priorities.  This year, meetings will likely be virtual and the opportunities to learn from peers formally and informally could be greatly reduced.  In addition, the typical “ask” is to take these strategic priorities and translate them into meaningful plans of action. Sales and Access leaders should proactively coach their teams to resist “jumping into the deep end” without engaging in focused planning. Instead, use this year’s kick off meetings and initial one-on-one visits to ensure each direct report develops a plan that leads to better results.

All field leaders (Sales and Access) and field professionals, should keep the following four tips in mind when developing a business plan. LISTEN TO THE EPISODE NOW!