People Placement problems in Life Sciences Sales: Challenges and Opportunities

People Placement constitutes the activities related to assignment of sales reps, following any major sales force territory alignment or change in the size and structure of sales force. Placing the best available rep into each territory is critical to the success of any sales force realignment effort.

But, how to ensure "fair and unbiased" rearrangements, and mitigate business risk associated with the relocation of accounts?

At the PMSA Annual Conference 2016, David Wood, Ph.D. will present a poster in which he will describe the simple approaches in linear programming to solve classic “People Placement” problems to ensure smooth realignment, minimize disruptions and improved sales force productivity. He will compare this approach with the typical business rules used to rank the rep placements in each possible territory, followed by sequential assignment process starting with the highest-ranked territories. 

The presentation will highlight key aspects of linear programming for solving People Placement problems.  A few of them are listed below:

  • Alternative solution approaches based on linear programming
  • Usage of powerful but relatively inexpensive desktop solvers in LP
  • Advantages (and disadvantages) of each of the linear programming solutions approaches
  • Complicated business rules as constraints, and/or as variations on objective function weightings
  • Solutions to avoiding manual search for multiple swaps
  • Speedy solutions for realistic problems (300-400 reps, up to 15,000 possible rep-territory placements)

About David Wood:

David Wood, Ph.D. brings more than 35 years of experience in mathematical modeling of business problems, with over 20 years in sales and marketing analysis for Life Sciences companies.   At Axtria, David serves as a Senior Principal, with emphasis on projects in mathematical modeling of sales operations and multi-channel promotion analysis.

 David holds a Ph.D. from the University of California, Berkeley, in Operations Research.


Click here to learn more about Axtria’s participation in PMSA Annual Conference 2016!

Tags: Sales and Marketing, Life Sciences, PMSA, Pharmaceuticals, People Placement, Territory Alignment

Axtria Connect

Axtria combines industry knowledge, analytics and technology to help clients make better data-driven decisions. Its data analytics and cloud-based platforms support sales, marketing, and risk management decisions. It serves clients with a high-touch on-site and onshore presence, leveraged by a global delivery platform that reduces the total cost of ownership with efficient execution, innovation, and virtualization. Axtria works with more than 30 clients, including five of the Fortune 50, and eight of the top 10 global life sciences companies.

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