Client need: Client wanted support in estimating effort needed to cover their targets
Key Challenge: The current rep efforts were not optimized based on HCP prioritization
Solution: First step in such an exercise should be to segment HCPs based on their market potential and opportunities identified in the market
o Assumption on effort per segment: Assume effort that will be required in each segment to cover HCPs based on business objective
o Reach: Assume optimized reach for each segment, keeping in mind the accessibility and profitability aspects
o FTE requirements: Based on total effort and per rep capacity, FTE count and structure can be determined
· Business Impact: Brings efficiency in sales force sizing as this method is primarily driven by effort based on HCPs/account segments.