The Pharma industry is one of the most data rich industries.
This abundance has resulted in the long running industry practice
of identifying the most profitable prescribers for your brand, which
in turn, also makes the sales force earn their incentivized
compensation. For years, Pharmaceutical Sales Leaders and
Sales Operations Executives have been trying to find the perfect
balance between providing the essential reports to their Reps and
not overwhelming them with too much information. It is a delicate
balance, but it can and must be found in order to provide your
Reps with the tools they need to successfully sell your brand.
There are lot of factors that should be considered when
building a successful reporting platform. You want to create a
platform that provides useful information; not one that creates
another tool that becomes just another point of friction between
the back office and field.
Every sales leader has a different style and a different way of
measuring success. It is important that the KPIs and Metrics
defined to measure success are not narrowly defined to meet the
needs of a specific individual but rather are a company wide
standard of measuring the success. In the end, everyone is trying
to achieve the same goal. Grow Your Brand.
Build a Platform that serves everyone
Often companies spend millions of dollars building a
reporting platform that takes a long time to implement and
eventually loses importance. The platform must be efficient in
order to benefit your company, avoid the proverbial “boil the
ocean” strategy, don’t go overboard. It is important that users see
both successes and constant improvements. At the end of the day
this platform is not about what you personally prefer, but is how
useful it is for your field reps and management.
The good news for pharma companies is that we are living in
a new data driven world. Data reporting and analytics have
changed the world and how we do business, how we find
opportunities and how we improve the bottom line. Pharmaceutical
companies are no exception. By providing a robust reporting
platform and allowing access to data points, you’ll help your field
sales force succeed, and at the same time improve overall
prescriber interaction. Cloud computing and mobile innovat
ions
have changed the landscape and provide opportunities and cost
savings which would have been hard to imagine a decade ago.
This abundance has resulted in the long running industry practice
of identifying the most profitable prescribers for your brand, which
in turn, also makes the sales force earn their incentivized
compensation. For years, Pharmaceutical Sales Leaders and
Sales Operations Executives have been trying to find the perfect
balance between providing the essential reports to their Reps and
not overwhelming them with too much information. It is a delicate
balance, but it can and must be found in order to provide your
Reps with the tools they need to successfully sell your brand.
There are lot of factors that should be considered when
building a successful reporting platform. You want to create a
platform that provides useful information; not one that creates
another tool that becomes just another point of friction between
the back office and field.
measuring success. It is important that the KPIs and Metrics
defined to measure success are not narrowly defined to meet the
needs of a specific individual but rather are a company wide
standard of measuring the success. In the end, everyone is trying
to achieve the same goal. Grow Your Brand.
Build a Platform that serves everyone
Often companies spend millions of dollars building a
reporting platform that takes a long time to implement and
eventually loses importance. The platform must be efficient in
order to benefit your company, avoid the proverbial “boil the
ocean” strategy, don’t go overboard. It is important that users see
both successes and constant improvements. At the end of the day
this platform is not about what you personally prefer, but is how
useful it is for your field reps and management.
a new data driven world. Data reporting and analytics have
changed the world and how we do business, how we find
opportunities and how we improve the bottom line. Pharmaceutical
companies are no exception. By providing a robust reporting
platform and allowing access to data points, you’ll help your fieldsales force succeed, and at the same time improve overall
prescriber interaction. Cloud computing and mobile innovat
have changed the landscape and provide opportunities and cost
savings which would have been hard to imagine a decade ago.
