| A teamwork based dynamic call plan improves selling effectiveness by: |
- Enabling collaboration on the call plan through target assignment based on relationships; achieving better access, timing and co-ordination between individuals or team (POD type) structures
- Capturing knowledge jointly about customer preference to better leverage customer relationships and access considerations
- Being aware of the call activity by the team directed towards individual customers to present a unified face to the physicians
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marketRx approach
marketRx provides product-enabled services that facilitates collaboration, reporting & analysis at the territory level and aggregation to district, region and corporate levels.
Our approach to iForce Team Selling™ is designed around four key principles: |
- Allow field management to view the call plan and suggest changes to the call plan
- Enforce sales representative, product and physician level constraints while modifying the call plans
- Capture field intelligence in the call plan before its executed upon
- Derive field intelligence inputs to
improve subsequent call plans
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This approach allows
DMs to view all the sales plans within his territory. The
solution allows DMs to adjust or refine the call plan by
trading calls within a territory (between representatives)
while enforcing all the business rules at the territory level.
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marketRx proposes a two-fold
approach to achieve these results: |
- Integrate this solution with the Call Planning
solution to capture and render call plan information
to field management
- Allow the field management to modify / refine the
call plan to capture field intelligence and tactical
needs to better deliver details to the customer
marketRx offering
We provide a
web-based modular and scalable solution that: |
- Renders call plan to field users
based on their user profiles. User profiles' credentials
that drive data access are user ID, territory and field
force
- Allows the field users to edit the call plan, for
instance
- Change the number of calls
- Add a physician to the call plan
- Delete the physician from the call
plan and trade these calls with the other sales
representative
Changes will follow a well defined workflow and approval
process to ensure that all tactical and strategic aspects of
the change are approved by their manager as needed.
- Allow the field users to submit the
edited call plan
The success of a call plan depends as
much on the planning element as on the execution. A call plan
based on iForce Team Selling™ increases the adherence to the
call plans by sales reps. A successful call plan execution
depends on the ability to: |
- Incorporate a lot of un-captured field intelligence in the call plan
- Generate the "buy in" and
"ownership" among the field users
|
Key benefits of our offerings
include
Sales Representative Coordination: The
field force including the District Managers are able to
leverage the tool to not only discuss the field activities but
also evaluate various filed scenarios, tradeoffs and their
impact on overall corporate direction. This enables them to
make better decisions while providing concrete directions to
the sales reps.
Team Planning:The proposed solution provides team level visibility and hence enables the team to better understand the rationale for the call plans. It also facilitates temporal coordination to ensure optimal timing for individual customers thereby achieving a higher impact for the call activity.
Market Intelligence Capture
Mechanism: The proposed system allows sales reps to enter market intelligence information and modify the call plans to reflect market realities.
Organizational Impact:With better awareness, a better appreciation of planning and the option to contribute to the tactical plan, the field force is likely to see more ownership, motivation and better alignment with company objectives.
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