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elandas blog

Pharma & Med Device Sales Enablement Must-Haves

Hayley Bohan

by Hayley Bohan

When it comes to sales enablement tools that can really contribute to commercial excellence, the technology is what separates pretenders from contenders. But how can you tell who really has what it takes to best fit your needs? Here, we’ve come up with a quick checklist to offer you a better understanding of how to vet the best industry specific sales enablement tools on the market today.

 Sales Enablement Technology Must-Haves Checklist:

Smart workflows

In today’s life sciences companies’ critical information needs to be able to flow quickly and in a controlled fashion throughout an organization and not get stuck or lost in departmental silos. To this end, you’ll want to look for technologies that have smart workflows in place. Smart workflows like those used in elandas marketing and sales enablement solutions let you incorporate your own business and compliance rules ensuring that the right people see the right data at the right time – every time.


Not every sales enablement solution tracks usage and other key metrics. This type of data is necessary to make a judgment as to how the technology is making an impact across the board. As a champion for a new technology, you need to know who is using it and how often. You need to be able to see the adoption rates of the technology and then be able to link that usage to your business goals.

Adaptable to your needs

Say you've purchased a license for the current number of employees you have. What happens when your company grows? Or you need to integrate a new data source, or track a new competitor? Technology should be able to adapt to your needs with ease in regards to team member size, roles, assets and data sets.

Easy to use

Another point that should be at the forefront of every decision, but can get lost in the fray. Don't create a wall for organizational implementation by picking a solution that's difficult to learn and use. Similarly, in the fast-paced, always-on-the-go work environment today’s med reps find themselves in, mobile access is becoming more important than ever. The platform should enable access anywhere, anytime.

Coordination amplification

Perhaps the most important aspect to consider: Does the sales enablement tool facilitate better communication and collaboration between your sales and marketing departments? Does it facilitate better information flow between other cross-functional departments like managed care, analytics and training as well?

Every sign in the industry glaringly points to the need for organizations to be better internally aligned. Choose a solution that helps you meet that goal while also supporting your other objectives, whether they are sharing customized materials with med reps faster, or helping them identify growth opportunities sooner. Teams that collaborate effectivley by leveraging technology, enjoy a significant competive edge. 

In a nutshell, you’ll want to look for sales enablement technology that can easily be configured to meet your evolving needs. You want a system that your team members look forward to logging onto because it makes their work lives easier. And, you want tools that enable you to track usage so you can see what’s working and ones that incorporate smart workflows that can be programmed to fit your unique business rules. All-in-all the right sales enablement solution is a key part of your commercial excellence strategy and will help your organization make the right moves with greater confidence, better organizational alignment and increased speed.


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Topics: Customer Engagement, Sales Enablement, Turn Data to Advantage