Sales Force Size
Optimization and Alignment
Our solution:
- Identify the right sales force size based to profitably
cover existing customers and new targets - Plan for appropriate structure based on current
indication and future launch pipeline - Right size your geographies based on workload balancing
What we do:
- Three-point validation for a sales force sizing based on same
as last year, cost of sales, share of voice, workload buildup,
affordable coverage, sales response analysis - Geography-based alignment, account-based alignment, geography-account-based hybrid alignment approach to
perform a territory design and alignment to "do more with
less”
Targeting and Segmentation
Our solution:
- Identification of valued target HCPs & HCOs and then
segmenting them based on potential - Evaluate physicians based on patient sentiments, and
patient population influx - Physician prioritization based on segmentation and
market concentration
What we do:
- Targeting of HCPs based on marketing potential,
patient potential, and other non-sales indicators, such
as publications, speaker programs, therapy area online
forums, and social media tracking
Call Planning
Our solution:
- Call planning based on workload and target potential
along with detailed study on geographic constraints,
physician access issues, group practice dynamics, and
travel opportunity costs - Effectively engage resources for portfolio
- Bridge the gap between marketing strategy and sales
implementation - Allocate your call capacity precisely to maximize the
sales force’s impact - Incorporate rep feedback
What we do:
- Workload buildup approach for call planning based on
various segments of the targets - IC Design and goal setting
Sales/Field Reporting
Our solution:
- Top/bottom geographies based on sales volume and
growth - Top/bottom MDs based on sales volume and growth
- Right strategies to further penetrate your low-ranked
geographies and improve market share - Reach and frequency at physician level and geography
level - National sales tracking against your forecast
- Insights into key competitors in the market
What we do:
- Sales reporting, IC score card, and goal card reporting
on our platforms Alfa {Inspira.} or other platforms,
such as Power BI, Qlik Sense, and Excel
Master Data Management (MDM)
Our solution:
- Integrate, refine, and standardize business in silos
data.
What we do:
- Distributor, specialty pharmacy, market & competition
data, forecast, call activity data mastering and
management - Marketing Analytics
- Pre and post-launch analytics
