Key Takeaways
- Traditional SFE methods are outdated. Despite significant investment, many pharma companies still rely on old metrics that don’t reflect today’s prescribing environment or drive market share growth.
- AI and omnichannel engagement are transforming sales. Modern tools such as predictive analytics and integrated digital platforms enable personalized, value-driven interactions that align with HCP preferences and behaviors.
- A shift to HCP-centered value is critical. Effective sales force strategies now prioritize measuring and delivering value to HCPs across all channels, moving beyond rep activity tracking to impact real-world prescribing decisions.
The pharmaceutical industry continues to invest heavily in evaluating sales force effectiveness (SFE), with top companies spending $4 million to $6 million annually on third-party research to capture and analyze interactions between sales representatives and healthcare providers (HCPs). Despite this significant investment, commercial executives still question whether traditional SFE measurement delivers meaningful returns. The pharmaceutical landscape has undergone a substantial transformation since the development of early measurement approaches. Yet, many companies continue to rely on outdated metrics that fail to drive tangible improvements in market share or customer engagement.
Key industry indicators underscore this ongoing challenge: physicians still find only one-third of sales calls valuable, more than 20% of physicians restrict access to representatives, and nearly 90% of interactions last less than two minutes. As we navigate the complex prescribing environment of 2025—characterized by artificial intelligence (AI) integration, omnichannel engagement, and evolving regulatory frameworks—pharma organizations must fundamentally reimagine their approach to sales force effectiveness.
The transformation of pharma sales in 2025
Today’s pharma sales environment bears little resemblance to that of even five years ago. The integration of AI, virtual engagement platforms, and data analytics has revolutionized how sales representatives interact with HCPs. AI-powered customer relationship management systems now analyze vast datasets to provide actionable insights tailored to individual customer interactions, transforming traditional customer relationship management. These tools not only track customer behaviors but predict them, highlighting key engagement opportunities that representatives must prioritize.
The COVID-19 pandemic permanently altered access patterns, accelerating digital transformation and creating a hybrid engagement model where virtual and in-person interactions coexist. HCPs now expect personalized, value-driven engagements rather than traditional product pitches.
This shift requires sales approaches that prioritize the needs and preferences of HCPs over standardized messaging protocols.
Additionally, the regulatory landscape continues to evolve, with new policies affecting drug pricing, market access, and promotional activities. The introduction of biosimilars for medications such as Stelara (ustekinumab) and the continued growth of specialty pharmaceuticals have fundamentally altered market dynamics, requiring sales teams to navigate increasingly complex reimbursement and access challenges.
The rise of omnichannel engagement
Today, successful pharma manufacturers will have embraced omnichannel engagement strategies that integrate multiple touchpoints into cohesive customer journeys. This approach recognizes that HCPs engage through diverse channels—from in-person visits and virtual meetings to digital content and social media—requiring sales teams to deliver consistent, coordinated experiences across all platforms.
The Sales Force Effectiveness (SFE) 2025 conference highlighted how AI, omnichannel strategies, and big data analytics are transforming business models and enabling unprecedented levels of personalized customer interaction. These technologies allow companies to scale content creation and automate workflows while maintaining compliance with increasingly stringent regulations.
Four obstacles to effective SFE measurement
Despite technological advancements, many pharma companies continue to struggle with fundamental issues in their SFE programs. The original obstacles identified in traditional SFE measurements remain relevant in 2025, though the solutions must now incorporate contemporary approaches and technologies.
VALUE OBSTACLE 1: NOT HAVING A SHARE-GROWTH OBJECTIVE
Many organizations still fail to make market share growth the primary objective of their SFE initiatives. Instead, they focus on arbitrating internal debates about brand strategy versus the effectiveness of execution. This misalignment results in metrics that offer only high-level guidance, rather than providing specific, actionable insights for sales teams.
In 2025’s competitive landscape, this obstacle is particularly detrimental. With HCPs’ attention more limited than ever and purchasing decisions increasingly influenced by multiple stakeholders, sales teams must focus their resources on activities demonstrably linked to market share growth. Commercial leaders must ensure that SFE measurement identifies specific opportunities to increase market share and quantifies the value of addressing these opportunities.
VALUE OBSTACLE 2: USING A QUANTITATIVE BUT NOT SCIENTIFIC APPROACH
Traditional SFE programs often fail to establish causal relationships between representative activities and market performance. As one general manager observed, “we see the SFE metrics swing up and down, but we don’t see any corresponding impact on the business.” Without controlling for other variables that influence prescribing behavior, companies cannot determine which sales activities truly drive results.
This limitation has become more pronounced in the data-rich environment of 2025. Modern analytics now enable pharma companies to integrate real-time prescription data, HCP engagement metrics, formulary information, and competitive intelligence. AI-powered tools can analyze pharmacy claims, identify prescribing patterns, and facilitate timely interventions. Companies that fail to leverage these capabilities miss out on critical opportunities to optimize their sales performance.
VALUE OBSTACLE 3: NOT MAKING FINDINGS COMPELLING FOR DISTRICT MANAGERS
District and regional managers often dismiss national-level findings that fail to take into account local market conditions. Without geographically relevant insights, field leaders lack compelling reasons to implement recommended changes in their respective territories.
This year, this challenge was expected to intensify as healthcare delivery becomes increasingly localized and influenced by regional factors. Successful companies now deploy AI tools that can analyze territory-specific data and generate customized recommendations for individual districts or even representatives. These targeted insights are more actionable and credible to field managers, facilitating faster implementation and more significant commitment to improvement initiatives.
VALUE OBSTACLE 4: NOT KEEPING UP WITH CURRENT PRESCRIBING DRIVERS
Perhaps most critically, many SFE programs still rely on outdated assumptions about what drives prescribing decisions. The pharmaceutical environment has undergone significant changes, marked by reduced physician access, increased influence of managed care, growing patient involvement in decision-making, and the emergence of alternative promotional channels, all of which are reshaping the prescribing landscape.
In 2025, these changes have accelerated further. The expansion of GLP-1 agonists for obesity treatment, the growing adoption of biosimilars, and concerns about polypharmacy represent just a few of the trends affecting prescriber behavior. AI-powered tools now analyze these complex factors to identify emerging patterns and opportunities. Yet, many SFE programs still measure traditional metrics that no longer correlate with prescribing decisions.
Shifting focus from rep activity to HCP value
The key to improving SFE in 2025 lies in fundamentally reorienting measurement from representative activities to the value HCPs receive from interactions. This customer-centric approach aligns with broader industry shifts toward more personalized, value-driven engagement models.
Research consistently shows that HCPs prioritize representatives who:
- Build mutually beneficial relationships by providing value to practice.
- Remove prescribing barriers rather than simply promoting products.
- Engage in valuable information exchange that provides incremental learning.
- Customize information and resources to the specific needs of the practice.
Each of these categories encompasses specific behaviors that can be measured and improved. In today’s digitally transformed environment, these behaviors extend beyond in-person interactions to include virtual engagements, digital resource provision, and omnichannel coordination.
The power of predictive analytics in sales force optimization
Modern SFE programs leverage predictive analytics to identify specific representative behaviors causally linked to market-share growth. Unlike traditional approaches that rely on physician recall or stated intentions, these advanced analytics integrate actual prescribing data, representative activity records, and customer engagement metrics to establish statistically valid relationships.
Today, pharmaceutical manufacturers have access to unprecedented amounts of data, including:
- New-to-brand prescription information at the prescriber level.
- Detailed engagement metrics across physical and digital channels.
- Real-time competitive intelligence.
- Patient journey mapping data.
- Formulary and access information.
AI-powered systems can analyze these diverse data streams to identify the specific representative behaviors that drive market share in different therapeutic areas, specialties, and geographies. This scientific approach builds confidence among field teams by demonstrating clear connections between recommended actions and business results.
Critical success factors for the AI-enhanced sales environment
To maximize SFE in 2025’s complex pharmaceutical landscape, companies must embrace several critical success factors:
- Shift measurement focuses from “what reps do” to “value received by HCPs” across all engagement channels.
- Measure the accumulated equity in HCP relationships, not just perceptions from recent interactions.
- Leverage AI-powered analytics to identify valid drivers of market share and predict the impact of improvement initiatives.
- Understand differences by specialty and practice type, as value drivers vary significantly.
- Measure and track performance at the district or territory level to gain field-wide buy-in.
- Integrate AI assistants to augment representative capabilities and automate routine tasks.
- Employ omnichannel coordination to deliver consistent experiences across physical and digital touchpoints.
In today’s hybrid engagement model, these success factors must span both traditional in-person interactions and digital engagements. Reps need tools and metrics that help them deliver value through whatever channels HCPs prefer.
Seven design elements of a high-value SFE measurement program
Based on industry research and contemporary best practices, seven key elements ensure solid returns on SFE investments in 2025:
- Measure value experienced by HCPs across all engagement channels, including digital and virtual interactions.
- Identify specific, measurable behaviors that AI-powered analytics demonstrate to drive market share growth.
- Define these drivers for each specialist type/practice setting.
- Deploy advanced analytics using real-world prescribing data rather than unreliable intent-to-prescribe metrics.
- Demonstrate how performance improvements impact business results to build field confidence.
- Measure at the local level to provide relevant, actionable insights for field leaders
- Enable field managers to establish clear behavioral priorities for their teams based on data-driven insights.
These design elements should be applied within the context of today’s technology-enhanced sales environment. Modern SFE programs must account for AI-assisted engagement, virtual detailing capabilities, and the digital fluency of representatives. They should also incorporate measurements of how effectively representatives leverage these technologies to deliver value to HCPs.
SFE tipping point
As pharma sales continue to evolve in the current complex healthcare environment, companies must reimagine their approach to SFE. By shifting focus from rep activities to HCP value, leveraging AI-powered analytics to identify valid market share drivers, and measuring performance at local levels, organizations can transform SFE from a costly administrative exercise to a decisive competitive advantage.
The most successful companies will integrate cutting-edge technologies with fundamental principles of customer value, creating measurement systems that not only track performance but also guide meaningful improvements in HCP engagement. These organizations recognize that in today’s challenging market, SFE isn’t about checking activity boxes; it’s about empowering reps to deliver exceptional value through whatever channels HCPs prefer.
Partha Anbil is a senior advisor to NextGen Invent Corporation, and Kamini Anbil is a consultant at ZS and was formerly with Covance Market Access Services (now Fortrea)
Note: The opinions expressed in the article are those of the authors and not of the organizations they represent.
