Pharma sales force effectiveness to maximize customer engagement and drive performance
Optimize sales processes and resources, deliver excellent customer experience, maximize customer value, and drive sales.
Pharma sales force effectiveness (SFE): Sales Planning and Operations
Life sciences companies are transforming their sales operations to:
- Understand the target HCP segments based on their prescribing criteria, content needs, and channel preferences.
- Optimize sales force size and structure to target physicians, institutions, and accounts.
- Motivate teams with the desired sales operation, planning, right KPIs, incentives, and rewards.
- Leverage technology to transform sales operations and planning to make real-time insights accessible to take the next best actions.
- Orchestrate a seamless customer experience between personal and non-personal promotional channels.
Companies leverage sales force effectiveness solutions to create a highly informed and motivated sales force to deliver customer and commercial excellence.
Our sales force effectiveness service offerings
Segmentation and targeting
Territory alignment and roster management
Call planning
Incentive compensation
Field reporting and analytics
Segmentation and targeting
Leverage Axtria’s AI/ML-driven frameworks and multi-dimensional segmentation approaches to identify high-potential customer segments and institutions and interact with them through hyper-targeted messaging. Our solutions enable:
- Accurate customer segmentation
- Downstream processes
- Increased engagement
- Standardization of business process
- Collaboration and transparency
Territory alignment and roster management
A single source of truth for employee roster and alignment data.
- Intuitive outcomes to easily manage people and territories
- Insights and real-time triggers at the point of decision making
- Transparent and efficient management of placements
- ZIP data validations and alignment audits to ensure accuracy of deliverables
Call planning
Life sciences companies are assessing their current call planning processes, creating a 360-degree customer view, and devising a strategy that enables them to tap into practitioners, non-prescribing influencers, and accounts in a synchronized way. Our solutions allow:
- Collaboration across teams and channels
- Multichannel call planning
- Mobile accessibility for field productivity
- Guardrails to maintain control and governance
- Configurable business rules and approval processes to manage changes and their impact
- Quality control reports to pinpoint issues in call plan generation
Incentive compensation
Incentive compensation (IC) is a strategic tool used by life sciences companies for motivating the field to drive desired behavior and outcomes. Our solutions allow:
- IC plan design and goal
- Incentive plan simulations
- Data management and plan administration
- Reporting of sales team performance and plan effectiveness
- Comprehensive auditing and history tracking capabilities
Field reporting and analytics
Deliver real-time field performance insights to make the sales reporting process easier, seamless, and exciting to drive the right sales force behavior through
- Sales force effectiveness decisions with actionable insights
- Location-based analytics
- Role-specific field insights
- Tracking the sales force effectiveness with a library
- Mobile access for real-time analytics in the field
Sales Force Effectiveness Business benefits
Customer engagement
5x
cSAT
60%+
Enquiries
30%+
Productivity
15%+
helping them sell more and win more
Productivity
30%+
Ad hoc spend
60%+
Cycle time
50%+
Transparency and data access
100%
role to drive growth
Sales force effectiveness through Axtria SalesIQTM
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Enterprise-grade end-to-end integrated sales planning and operations
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Easy maintenance, governance, and control
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Sales operations automation and efficiency gains
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All data processing happens inside Axtria SalesIQ™
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Self-service empowerment and collaboration
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Smart execution with embedded analytics
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Axtria research hub
Report
Dynamic Targeting: Five Pillars of Implementation for Pharma Sales Force Effectiveness
Blog
Four Pillars Of The Fourth Industrial Revolution for Life Sciences
Blog
Calling all wannabe gamblers!!
Customer success stories
Case Study
Sales Force Reporting Platform For Top 5 Global Life Sciences Organization
Case Study
Sales Force Restructuring Strategy For A New Oncology Indication Launch In The US
Case Study