During the past few years, pharmaceutical companies have been implementing sales force effectiveness initiatives, some on a global basis. Understanding current sales force effectiveness and efficiency is the first step in identifying opportunities for change that will maximize your field force investment. If you are beginning a sales force transformation, IMS can help you evaluate the current state of your sales team with IMS Precision Sales Diagnostic.
Many companies struggle to understand the effectiveness of their sales force. IMS helps companies zero-in on the areas that matter most, delivering deep insights into current effectiveness and efficiency. This provides a solid foundation for decisions on the potential investment areas that will deliver the greatest financial and operational improvements.
Precision Sales Diagnostic integrates clients’promotional activity and sample data with unique IMS market intelligence to deliver critical insights on the quality of your segmentation and profiling practices; determine the impact of reps per brand and market segment; and identify areas for improvement that matter most.
By leveraging our global information assets, your activity information, and IMS’ proprietary industry benchmarks, our consultants identify the high impact areas for financial and operational improvement. These recommendations help focus investments on the specific areas that will generate the greatest returns - a key consideration given the increasing focus on sales force size and expenditures.
Recieve precise answers to your most pressing business questions:
- How effective is your current sales strategy and how effective is your sales force?
- How effective is your sales team in promoting to specific market segment vs. all customers?
- What are the differences in effectiveness/efficiency between your sales force and your contract sales force?
- Where can we invest resources to immediately improve your sales results?
- Are unbalanced territories and misalignments in territory design leading to lost potential?
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