Creating a winning sales team in pharma
Creating a winning sales team in pharma:
While creating a winning sales team in pharma,
Information is the key to success. We need to be aware of the current achievements of the sales team, and so do they, because then the teams can formulate the best strategies moving forward. Below, our services are given that can help you solve your sales team's day-to-day challenges.
·
Creation
of database.
·
Benefits
of Database:
o Systemization
of data.
o Easy
retrieval and processing of data.
o Authorization
of the data, resulting in security.
o Real-Time
access to information and KPIs.
o
Data
will be stored in a disciplined manner for long-term use.
o
Data
will be connected to various uses.
o
Report
will be small and quick to retrieve. No need to cook reports each time.
·
Requirements:
o
Sharing
all masters:
§ Customer master.
§ Chemist master.
§ Stockist master.
§ Brand SKU Master.
§ Employee master.
o
Call
records. (CRM data, all captured data which is punched in CRM by Medical
representatives) for generation of all reports.
o
Sales
records.
o
Division mandate for Customer Count, total calls
to be made by MR, Calls mandate for Line managers.
o
Brand Rank Master.
o
Brand Exposure Mandate.
·
Database
platform:
o
Google
cloud.
o
Our
local database.
·
Data
processing at our end:
Data processing will occur at a fixed time in the morning, including data up until the previous day. The processed data will be pushed back to the database, ensuring that all reports within the database are refreshed with the most recent data. Additionally, the desired reports will be triggered specifically for the appropriate Role and employee combination.
·
SFE
module:
o
Targeting:
§ Customer Targeting (Bottoms Up) (if
data is available in CRM)
§ Sales Targeting (Bottoms Up) (if
data is available in CRM)
o
Call
planning:
§ Route planning or standard working
plan.
o
Effort
report:
§ For Sales team and HO
·
Customer
Coverage, Total No. of Visits, Call frequency, Field working days, Call
Average, RCPA in Quarter, RCPA in Month,
·
Core
Customer Coverage, V3 Customer Coverage, V2 Customer Coverage,
·
Brand priority compliance, Time spent on
customer, Time spent on each Brand.
·
Customer
not met.
·
Line managers Joint calls, Joint calls % as per
Division mandate, Number of days spent in sequence with team members above two.
·
Linking sales with processes
§ For
Marketing Team
·
Brand Exposure Report MR Level.
·
Brand Exposure Report Speciality level.
·
Brand Exposure Report Division level.
·
Brand Exposure Report Company Level. Competition
among PMTs.
·
Brand Loading. Each Doctor Prescribe how many
brands.
o Root
Cause Analysis.
§ Non-performing
HQs real cause of ineffectiveness.
·
Geography issue.
·
People issue.
o
Campaign
analytics
§ Customer segmentation. Customer
segmentation based on potential.
o
Product
segmentation for customers.
§ Deciding product sequence for each
customer.
§ Aim to increase the number of brands
prescribed by each customer.
o
New
HQ Sizing:
§ With help of sales territory wise
and territory potential discovered by RCPA.
·
Mailer
o
MR
§ MR Important KPIs alerts. Frequency
pre-decided.
§ MR Customer not met alerts.
Frequency pre-decided.
§ MR RCPA pending alerts. Frequency
pre-decided.
§ MR Incentive alerts. Frequency
pre-decided.
§ Sales alerts.
o
ASM
§ Team Important KPIs alerts.
Frequency pre-decided.
§ Joint call-in sequence and Joint
call coverage. Frequency pre-decided.
§ All copies of MRs mailers.
o
RSM
§ Team Important KPIs alerts.
Frequency pre-decided.
§ Joint call-in sequence and Joint
call coverage self and ASMs. Frequency pre-decided.
§ All copies of MRs/ASMs mailers.
·
Dashboard
o
HO
Dashboard (Process and Sales).
·
Incentive
Module:
Incentive
Planning and designing, calculations, and sharing information.
Alerts to maximize
incentive earning by sales team.
·
Appraisal
Module:
Fixing
appraisal parameters, Calculations and sharing information.
Monthly
mailer to drive performance towards set pre-establish goal.
·
Additional
tasks:
Optimization of bonus
and discounts.
Customer List De-duplication.
