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: