Axtria Blogs

Axtria Blogs

Pharma Sales Force Sizing Strategy – Which Approach to Use?

Continuing our blog series examining a ‘year in the life’ of Sales Strategy and Operations . This time of the year (late spring, early summer) marks the classic sales force sizing season. Why now? Many executives engage in the strategic planning and/or anticipate next year’s budgeting process, which is why this is a perfect time to take a fresh look at the overall sales force investment.

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Pharma Sales Force Sizing Strategy - Classic Approaches

Continuing our blog series examining a ‘year in the life’ of Sales Strategy and Operations. This time of the year (late spring, early summer) marks the classic sales force sizing season. Why now ? Many executives engage in the strategic planning and/or anticipate next year’s budgeting process, which is why this is a perfect time to take a fresh look at the overall sales force investment.

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April 15: (Sales Strategy & Operations) Day of Reckoning

Day of Reckoning: “the time when one is called to account for one's actions, to pay one's debts, or to fulfill one's promises or obligations.”

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Go-to-Market Strategy and the Sales Force Sizing Strategy

Recall that this blog series focuses on Sales Operations, and hence the sales force. However, one cannot consider the sales force in isolation.

Over the past several decades, we have experienced a proliferation of channels, including direct sales, mass media advertising (think Mad Men), direct mail, telesales, online/digital, email, social, mobile etc. Each of these channels has advantages with respect to efficiency or effectiveness (topic for another day), often work well in combination, and should be tailored to the chosen business and marketing strategy.

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Happy New (sales ops) Year !

Welcome to Axtria’s blog series on sales strategy and operations. This series will examine a ‘year in the life’ of sales operations. In the process, we will highlight the major ‘seasons’ throughout the year as the annual cadence goes through a strategy, planning, implementation, tracking and measurement processes.

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Consider outsourcing “good, better and besting” your analytics ?

I like Thomas Friedman. While some of his metaphors are twisted, he totally “gets” globalization and the unambiguous virtues of entrepreneurial-based economies.

You may be familiar with Friedman … he has written the best-selling books “The World is Flat”, “Hot, Flat, and Crowded”, and “The Lexus and the Olive Tree”. He also writes regularly in the New York Times.

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The Golden Thread: Connecting Strategy and Execution with Customer Targeting

The ‘Golden Thread’ is a metaphor for the decisions, data / analytical processes, technology, and human behavior that link strategy and results. Each bend, twist and cut of the thread reduces the quality of the gold delivered at the end of the process. How do organizations lose sight of the ‘Golden Thread’?

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Service Inventory: The Oxymoron Whose Time Has Arrived

Conventional wisdom contends that inventory is bad and that intangible services cannot be stockpiled. In fact, an entire branch of management science experts work tirelessly to wring inventory holding and transfer costs from global supply chains. With a growing portion of the US economy being service based, is it heresy to assert that services should be inventoried?

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