Sales Force Intelligence is the solution to support sales managers in analyzing sales data and comparing them with field activities carried out by Pharmaceutical Sales Representatives (PSR) and by the direct sales force. A user-friendly combination of analysis and reporting tools, easy to operate and interpret.
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Analysis of brick and microbrick field data
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Integration with PSR visits and agent network activities
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Assessment of market potential and competition figures
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Use of conventional KPIs such as: market penetration rates, vertical and horizontal evolution, efficiency and budget
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Support to strategic decisions by sales managers and tactical decisions for the sales network
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Cross-referencing of IMS data with visit data and calculation of PSR’s commissions
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SUPPORT TO SALES MANAGERS
- Geographic market share distribution
- Sales network performance
- Positioning vs. competitors
- Potential market size
- Relevance of geographic levels
- Deviation from forecasts and achievement of objectives
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NETWORK SUPPORT
- Sales data by territory
- Info on target physicians
- Info on target physicians
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INTEGRATION OF EXTERNAL AND INTERNAL CORPORATE DATA
- Comparing set and achieved objectives
- Evaluation of competition performance and market potential
- Sales strategy implementation with actions focused on target physicians
- Assignment of action priorities to PSRs in line with company objectives
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FIXING COMMISSIONS BASED ON IMS DATA
- Calculation of commissions per PSR, by product, region, province, micro-area, also taking into account minimum sales quantities
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