Call Recording Forms In Biopharma CRMs Could Do So Much More

Call Recording Forms in many Biopharma CRMs often fall short of their potential utility. These forms are typically used merely for administrative purposes—logging call details, outcomes, and perhaps noting some cursory observations. But they could serve a more critical function. Leveraging advanced CRM functionalities like those found in Gridlex's Biopharma CRM can transform these call recording forms into real-time coaching and learning systems.

Gridlex's Biopharma CRM highlights an important gap in current CRMs. Sales reps need more than a repository for call data; they require real-time guidance during calls. Conventional call recording forms fall short of providing actionable insights or context-sensitive talking points, crucial for improving sales reps' interactions with healthcare providers.

 

To Illustrate how this could work, we have shared target segments within a population and how talking points and checklists can be incorporated into into the call and activity recording form:

 

Physicians Concered About Payor Coverage

• "Have you discussed our drug's favorable payer coverage?"

• "Did you inform the healthcare provider about patient assistance programs?"

• "Have you clarified copay assistance availability?"

 

Physicans Who Have Engaged With Prior Marketing Campaigns

• "Have you acknowledged their previous engagement with our marketing content?"

• "Did you offer to enroll them in upcoming webinars or symposia?"

• "Have you highlighted their interest level in relation to upcoming products?"

 

Physicians who are Key Opinion Leaders (KOLs)

• "Did you acknowledge the KOL’s contributions to the field and their influence?"

• "Did you present the latest published data that maybe of interest to their research area?"

• "Have you identified forums or events where the KOL are sharing their latest research findings?"

 

Physicians Affiliated With a Hospital

• "Have you discussed centralized procurement processes and how our product fits?"

• "Did you explore opportunities for pilot programs or departmental trials within the larger organization?"

• "Have you mentioned any successful implementations of our product in similar large-scale healthcare settings?"

• "Did you offer data and support for C-suite level presentations that the physician can use?"

• "Did you address the physician's role and influence and potential support for P&T committe approval?"