Determining overall segmentation and profiling strategies and identifying the right call frequency are not easy tasks; taking them down to the individual rep level is even more of a challenge. Too often, call planning for reps and regional teams produces shortfalls in frequency and coverage, yielding sub-optimal results, lower than anticipated efficiencies, and weak relationships with the right doctors.
IMS Precision Call Planning delivers the best call plan for today and predicts your needs for tomorrow - based onan existing or new sales force size and structure. Sales reps are armed with a specific list of doctors matched with planned sales force effort - by cycle, by product, and by detail position - to maximize territory sales within a given sales force size and structure framework.
By focusing on the doctors who matter most and understanding what influences their prescribing behavior, companies can drive higher levels of efficiency into their sales teams, better allocate promotional resources, and proactively adjust field force strategies to meet the demands of the market. IMS helps sales leaders develop highly focused and effective call plans and trains management and the field force on executing, monitoring, and adjusting them.
Recieve precise answers to your most pressing business questions:
-
Are we focusing on the doctors who matter most? For instance, are we including refill prescriptions in the basedata that drives the call plan?
-
Are our sample allocations optimized on a doctor-by-doctor basis?
-
Are we using group practice information to identify key prescriber groups, pinpoint optimal routing, and focus rep activity and outreach?
-
How can we best coordinate activity across overlapping territories?
-
Do our reps and sales management get the greatest value from reading and interpreting reports to make optimal use of information, understand what to do, and fully execute sales strategies?
By validating market and other key assumptions, IMS helps you develop more precise and effective call plans through a series of interactive workshops. Using ouriterative process and state-of-the-art analytic platform - powered by SAS® - we carry out scenario planning and incorporate predictive modeling to show anticipated impact of the newplan. Ongoing plan refinements in response to changing market dynamics and rep implementation are enabled through regular data refreshment.
(click on image for enlarged version)