“EPO optimization tool and Alta Bering consultancy service helped our sales management to determine how to use available resources more effectively. With EPO tool, it is easier to allocate/reallocate resources and follow up performance results.”

NOVARTIS TURKIYE / CEO – novartis.com.tr

Case

With continued healthcare budget cuts and the changing pharma sales landscape, it is becoming increasingly hard to increase sales. Pharma companies that are faced with the challenge of doing more with less. Smaller sales forces meant that allocating right amount of reps, targeting the right customers, detailing the right products and designing the right territories were becoming more important than ever.

Insights and Implementation

Management had embarked on an initiative to review the size and structure of two product teams and the decision support to optimize all relevant resources for two product group and brands across territories and customer segments. A brand new CRM system had already accumulated customer and activity data. Layered on syndicated market data from in Alta Bering EPO helped not only by surfacing over application of rep activity but by correctly estimating the potential for market share in each “brick”.

Results

Alta Bering EPO facilitated on-the-fly performance optimization by sales area, region, sales reps and product groups. The result was a 20% improvement in sales staff allocation in two teams of 100 reps, making these resources available for an upcoming product launch.

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