Call Planning Implementation for Multiple Sales Forces Of a Top Tier Pharma Organization
Situation
The Client, a top pharmaceutical company, was looking for a partner to manage and execute theirCall Planningprocesses while ensuring increased efficiency and effectiveness
Client was seeking an innovative supplier with expert business knowledge, cutting edge technologies and business practices
Solution was needed for 1600+ representatives, mapped to 3 different sales forces
Current portfolio had five products with overlap amongst sales forces
Client was facing issues such as black box approach, lack of user friendliness etc. with the current system
Challenges
Complex business rules needed to be implemented in the Call Plans
Both account level and physician level Call Plans had to be built as
The optimization approach involved both promotion response modeling as well as business rule compliance
One of the brands was co-promoted by another organization, this aspect had to be incorporated in the Call Plans of the representatives promoting this brand
Stringent timelines had to followed for the implementation
Approach
Detailed sessions were conducted with the stakeholders, to understand the client requirements
Axtria’s Call Plan feedback module, “Sales Targeting” (built on Salesforce.com) was configured/customized based on client requirements
Various scenarios were reviewed with the client to reach the optimized Call Plans for the sales teams
Key focus lay on the user friendliness and usability aspects of the Sales Targeting module, to reduce the training requirements
Optimized Call Plans were delivered within the stipulated timelines
Training sessions were conducted for the DM who in turn trained their territory reps with the help of training documents provided by Axtria
Results
More than 95% of the sales force accessed their Call Plans through Sales Targeting module , which was a far better ratio as compared to the previous system
Sales Targeting module was successfully accessible through various platforms such as iPad, iPhone, Android and through all web browsers
Close to 92% of the Call Plans got approved by the district managers through Sales Targeting module
Roster changes during the feedback window were also handled successfully
Representatives/DMs were overwhelmed with ease of use and intuitive nature of Sales Targeting module.
Client highly appreciated the transparent approach that we had followed during the Call Plan generation process
Call Plan View, on the i-Pad, through Sales Targeting module:
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