To Study and Review Sales Force Effectiveness Through Territory Management in Pharma Industry
To Study and Review Sales Force Effectiveness Through Territory Management in Pharma Industry
To Study and Review Sales Force Effectiveness Through Territory Management in Pharma Industry
force effectiveness through Territory
Management in Pharma Industry
Submitted By:- Shubham Raj
Bijoy Sharma
Priya Kiran
Priya Dubey
Nikhil Datt Sharma
Sakshi Gambhir
• Territory management
is the process by which
sellers prioritize and
What is manage a group of
customers and
Territory prospects, who are
typically organized by
Management segments (such as
geography, industry and
need).
2
Good territory
Good sales
alignment is
territories enhance
important for
customer coverage
several reasons.
Benefits of
good increase sales
foster fair
performance
Territory
evaluation and
reward systems
Alignment
lower travel costs.
3
What is Sales force effectiveness(SFE) in the pharma
context?
SFE is all about keeping your company ahead of shifting market dynamics by
rapidly developing and evolving new sales models around physician access and
detailing channels. It’s very important to develop physician trust and confidence
around all aspects of the pharma business. SFE in pharma is also achieved when
cross functional departments compliment during the critical product launch phase.
This helps management review on-the-fly performance analysis and keep up
compliance with the ever-increasing regulatory changes.
4
What Ability to responds to
Management has greater Promotes coaching,
benefits can
pressures from customers,
control over the size and feedback, recognition, and
competitors & changing
structure of the sales team. training to the team
economy.
from
develop solutions around and closing deals the current market needs
those needs
Pharma
Identify all factors really
Growing physician influencing prescriber Optimize all relevant
satisfaction and loyalty behavior including resources for a brand or
resulting in repeat messages which are having portfolio across multiple
SFE?
sales(RRx) the most impact on actual geographies & activities.
prescribing
5
Understanding what Physicians value
6
A customer-centric approach focused on how best to deliver
value to the physician will guide these efforts.
Customer
companies must paint an individual, centralized picture of
each physician and then use this information to create
appropriate and relevant communications.
7
According to the needs, structures, and goals every
pharmaceutical company does sales territory in
What is their own way.
Through balancing factors like travel time, sales
considered potential, and more
9
• Depending on how big the company is, how many representatives there are, and doctors needed to
be seen, alignment could be grouped by anything from region, state, country, or postal code.
Geographic-Account Combination Alignment:
• This alignment methodology involves a combination of the geographic alignment and the account
alignment in order to get the best of both worlds.
• The one downside of this process is that it can be much more complicated to create.
• For example, it may give one representative all of the doctors in five adjoining postal codes, but
make an exclusion of a handful of specialist doctors, who are given to another representative.
• Therefore, perfectly aligning a pharmaceutical sales territory is complex and requires the company
to keep in mind their sales goals, continuously collect sales data, and consistently review territories
to ensure that best practices are in place.
10
THANKYOU
11