Building a solid, viable SFE concept for your company is not unlike constructing a new headquarters.

As a solid structure, your headquarters represents the consistency of your SFE concept. It serves as a complex, unified vision of your company’s goals, strategy and execution plan.

First you have to choose the foundation, or plot of land upon which the structure will stand. This is your SFE concept as supported by technology. Then there must be a roof to shelter your employees.

This is the umbrella of responsibilities distributed across the entire Sales and Marketing organization. To support these responsibilities are your SFE pillars – the principles that guide your entire sales approach, including all of your KPIs.

Each pillar must be strong enough to hold its share of the weight, while aligned with every other support to ensure balance and stability of the entire sales structure.

We talk about “12 pillars” because there are 12 principles that, experience has taught us, are fundamental to every effective selling process within the broader context of the current pharmaceutical business model.