Enhancing a Pharmaceutical Sales team by using Salesforce & Rigorous Business Analysis

Enhancing a Pharmaceutical Sales team by using Salesforce & Rigorous Business Analysis

Sometimes you can get a lot more than you ask for.  A company providing outsourced sales teams for pharmaceutical, research, not for profit, university and healthcare organisations reached out to us. They were looking for a solution to allocate sales territories and simplify the logging of sales calls.  They were hoping for a 15% reduction in their total cost of ownership (TCO).

We started by understanding their business strategy, analysing a portfolio of more than 20,000 doctors nationwide, and creating an IT roadmap. Eventually, we provided a 25% reduction in TCO.

The solution does the following:

  • Maintain a database of Practices, Practitioners, Institutions and Pharmacies
  • Manage affiliations between Practitioners and Institutions
  • Allocate Accounts based on territories to Sales Reps.
  • Record calls based on Single Attendee and Multiple Attendee with create New Contract
  • Record Call objectives and next call objective with next call date, profiling questions, Key Messages captured on Call Recording
  • Allocate KPIs to reps ex: visits/day, doctor coverage per month
  • Manage Sample Inventory, Samples and Promotional Material Left
  • Provide Expense management for Reps with Approval process
  • Provide a Mobile Call logging system

Check us out on http://www.cloudriverdale.com.au

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