KMK President Michael Karbachinskiy Weighs in on the use of AI and Machine Learning in Pharmaceutical Sales

Sales Force Effectiveness

Share on facebook
Share on twitter
Share on linkedin

KMK President Michael Karbachinskiy was featured in PM360 discussing the use of AI and Machine Learning in pharmaceutical sales.

The best use case we have found for predictive analytics is in helping to improve pharmaceutical sales force effectiveness and to bolster the activities of sales reps by using data-driven insights. While predictive analytics is widely used to estimate the number of calls to be delivered and several other tasks, AI is still very new on the commercial side. But one application we have found to be good use of AI/ML is for the rep’s next-best-behavior to be calculated and communicated constantly in real time.

When sales reps are operating in territories under similar conditions (the same quality of targets, managed care, etc.), but performing differently, AI-powered predictive analytics can provide clues on how to improve sales behavior.

Improving Sales Rep Performance

Reps do not have an easy way to know what they need to change to sell more. By using AI to track and monitor the process, we can analyze rep behavior within similar territories and show reps the best specific behaviors that will most likely improve sales results. Over time the algorithm continues to learn and adjust and improve upon best practices.

Read more at PM360

For Questions, Contact Us Now

Related insights

KMK Donates to COVID Relief Effort in India


Making Remote Work in India with Pratik Panchal

KMK Consulting, Inc. Earns 2021 Great Place to Work Certification™

Migraine Study Demonstrates Impact of Treatment Failures on Healthcare System

KMK Welcomes Oncology Market Research Veteran Lisa Logan

The Ultimate Plan for Strong Analytics Support to Drive Business Decisions : A no-compromise solution on quality and value

A Roadmap to Success: Five Guiding Principles to Incentive Compensation Planning

Pharma Companies’ Sales Reporting Efforts Often Fall Short. A look at why this occurs and how to avoid it in the future.

KMK Value Based Medicine

Unlock forward looking Insights via Machine Learning

GSK, AstraZeneca, Genentech, and Novartis Identified as the Top Companies Driving Therapeutic Innovation in Asthma

Allergan and Bausch Health Identified as the Top Companies Driving Therapeutic Innovation in IBS

Readjusting Your Field Force in the World of COVID-19

How to Reach Oncologists when Face-to-Face Interaction is Impossible

KMK’s Split Credit Tool Improves IC Performance

KMK’s Employee Performance Tool Streamlines HQ/Sales Rep Calibration

Field Force Re-Optimization in Anticipation of Loss of Exclusivity (LOE)

IC Plan Design in Defense of Competitive Entry

Sales Force Effectiveness for Top 20 Pharma