Sales and Marketing

Influencing physicians to prescribe medications and achieve exceptional growth rates are critical challenges for life sciences companies. To gain attention from physicians, pharmaceutical companies employ large sales forces. However, economic pressures are creating a need for innovative sales processes that improve sales force performance and physician targeting.

We optimize sales processes and maximize productivity through business, industry, and technology expertise, and its experience devising innovative solutions that reduce costs. Our solutions include:

Physician targeting
Our data warehousing and analytical solutions can help identify the physicians most likely to prescribe a given drug. These solutions target the right physicians and design the optimal timing for each individual physician sales call.

Sales Force Automation (SFA)
Organization, management, and measurement of the effectiveness of sales force is a challenge for any pharmaceutical company. We have a wide range of solutions that can help:

• Structure sales force:
• Decide the appropriate size of a sales force to sell a portfolio of drugs to a target market
• Design the optimal reach (how many physicians to see) and frequency (how often to see them) for each salesperson
• Decide how many sales representatives to devote to office and group practices, and how many to devote to hospital accounts

 

• Sales force optimization:
• Design sales territories to spread workloads evenly across districts and regions.
• Minimize the time representatives spend driving
• Maximize the time representatives spend with physicians

 

• Sales force effectiveness:
• Monitor sales force performance in target areas
• Adjust market message, reach, frequency, timing, territories, or other actions to increase sales

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