Business Excellence Consulting Services
Helping Life Sciences drive sales performance with innovative cost-effective Business Excellence tools & methodologies
Business Excellence Consulting Services
Tailored to your needs
Who do we work with in Life Sciences?
GENERAL MANAGERS, BUSINESS UNIT & BUSINESS/COMMERCIAL EXCELLENCE / SFE DIRECTORS
Getting strategic resource allocation right for the portfolio of promoted brands is a more complex task today. We help companies to improve their resource allocation (field force and multi-channel engagements with Healthcare Professionals) to optimize promotional Return on Investments.
NATIONAL SALES DIRECTORS / MANAGERS
Converting strategic resource allocation plans into operational / cycle plans targeting individual healthcare professionals. Adjusting territory design where necessary. Setting up appropriate incentive schemes and monitoring of lead performance indicators.
Projects can be partially or entirely managed through cost-effective virtual meetings depending on clients´preferences by using modern web-conferencing tools.
Benefits with improved Sales Force Effectiveness fundamentals
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Better sales performance (Top and bottom-line) for the portfolio of promoted brands
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Better multi-channel resource allocation to target customers
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Less over- and undercalling
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Fair call plan targets
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Higher sales force motivation
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Better attended customers
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Higher travel efficiencies
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Increased sales force productivity
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More consistent use of CRM systems
Our Consulting Services
Which key areas of Business Excellence do we focus on?
Segmentation and Targeting fine-tuning
Coverage and frequency decisions
per specialty resulting from promotion response analysis need to be translated into call plans in Customer Relationship
Management (CRM) systems for
sales force execution.
Comprehensive Bottom-up Assessment
Measure the execution performance from a bottom-up field perspective through a secure web platform. Find key structural strengths and weaknesses per affiliate and BU.
Field Force Route Optimization
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Optimize travel efficiencies increasing productivity
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Minimize administrative burden for reps by automating route calculations
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Integrate fixed appointments into optimized routes
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Reoptimize in case that fixed appointments are cancelled
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Can be integrated with existing CRM system
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Reduction of CO2-footprint
Strategic Sales Force Design
Improving resource allocation, within field force and multi channel investments with Healthcare Professionals, is essential to optimize promotional Return on Investments for the portfolio of promoted brands. Limited inputs required to conduct promotion response analysis.
Territory Design & Alignment
Build or adjust sales territories for best sales team performance. We help to conduct a comprehensive bottom-up Field Force Effectiveness assessment and to create optimized Field Force routes with similar levels of sales opportunities as well as high travel efficiencies.
Incentive compensation optimization
Set up appropriate incentive schemes and monitoring of lead performance indicators to ensure flawless execution of operational plans.
References
Our Clients
