- Commercial or Sales Managers
- Business Unit Director
- Marketing Manager
- Business Analysts
- IT (ETMS) Managers
To whom do we recommend?
- Pharmaceutical companies need to find an optimal solution for sales force allocation and strategy to achieve the highest return on investment.
- Companies promoting mature products without knowing their sensitivity to promotion.
- Those (with limited resources) who want to know for better allocation which products are more sensitive to promotion.
Aim of the project
The adequate allocation of your sales force among different specialties and geographical territories with the optimal strategy is a difficult job and significantly affect your return on investment. Our “Sales Force Sizing and Deployment” service helps you in maximizing the effectiveness of your sales force and estimates the incremental gain on the additional investment.
During data understanding process and pre-analysis, mainly descriptive statistics (mean, variance, mode, median, trend) are used. While in analyzing sales data, different segmentation methods and deterministic time-series analysis are used to describe the market’s dynamics and to handle missing data. We are applying methodology of non-linear statistics to identify the connections between past investments and sales performance.
The main findings are:
DOs and DON’Ts
One of the results of the project is the estimation of ROI in frequency and/or coverage. Comparing the different strategies of different territories also the gain on one additional FTE can be calculated.
The proper territory allocation is the result of a multi-dimensional analysis and leads to an equal deployment of medical representatives. Thus, the performance of the representatives become measurable and comparable.
Why we are different