All Insights Case Study Call Planning Implementation For Multiple Sales Forces Of A Top Tier Pharma Organization

    Call Planning Implementation For Multiple Sales Forces Of A Top Tier Pharma Organization

    Call Planning

    Call Planning Implementation For Multiple Sales Forces Of A Top Tier Pharma Organization

    Call planning implementation for pharma sales forces. More than 95% of the sales force accessed their call plans through sales targeting module.

    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 their Call Planning processes 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:

    Call Plan View - Call Planning