Streamline sales planning for pharmaceutical with airSlate SignNow

How to create outlook signature

Hi! In this video, I'm going to show you just how quickly you can create an optimized sales force plan for one of your customer specialties with the PromoPlanner4. I have here a PromoPlanner database fully loaded with all the data it needs to build "Profit Curves" for all the customer specialties. We have all the Financial Data loaded. I'm showing you the brand sales forecasts here. And we have all of the Customer data loaded, too. This is the "Customer Value" assessment that you're looking at now. If you're wondering: How do I get to this stage? Don't worry, we have the tools to help you. We have Excel-based data capture templates and guides. All crafted by us using the 15 years or more of data capture experience that we have gained with Pharma companies across the globe. In addition, we have automated processes for verifying and loading the data into the PromoPlanner itself. With all the data loaded we can move to the PromoPlanner "Planning Board". Here it is! We can start planning our sales force deployment. I'm going to use the Cardiologists as the example customer specialty. Here we are on the planning board. The PromoPlanner has calculated just how much we can afford to invest on our cardiologists. This is our investment recommendation. It's represented by this axis here. The bottom axis represents our cardiologists. There are 901 of them. The curve represents the "Customer Concentration". These cardiologists on the left here represent our most valuable - and these down here on the right are our least valuable. All the "Non-Sales-Force" channel promotional spend that we've already declared in our Base Case, has been transferred automatically here, too! We can see that at the bottom with these green bars. In fact, it's a little easier to see if I zoom in a bit. There we go... Here on the right we have chunks of "Annual Calls" that we can choose to deploy from (in this case) our Cardiovascular team, which I've selected up here. We've loaded the costs of these reps and they're call productivity, so we know their "Cost per Call". Now we can scale these annual chunks of calls on the same scale as the investment recommendation over here. Now we're ready to plan! All we need to do is place these chunks of effort onto the planning board. Our objective is to turn as many of these red tiles green as we can, without creating too many additional red tiles. So let's go! Now I can see immediately that my chunk of 30 calls and my chunk of 20 calls are both too large to fit on this investment curve. I know that because they're red at the top. Deploying either of these two chunks would cost more then the recommendation that I'm being given. But my next chunk of 18, that's not red at the top. I could deploy that one (I could afford that one) I'm going to pick it up (dragging and dropping with the mouse) and drop it on top of my investment curve. Here we go. And now that I've selected my "Frequency" of 18, I can select my "Reach" by moving these little triangles at the bottom. I'm gonna set it right to the top there to my most valuable cardiologists, and I'm gonna use this one here to set it around about there. I don't want to set it over here. Because that produces too many red tiles. And I don't want to put it over here because it produces too few green ones. Somewhere around about there looks just about right! I have plenty more red tiles down here to convert to green. If I follow along the top I can see that I could afford to fit a chunk of 12 in there. I'm gonna pick up my chunk of 12, put that down there, and do exactly the same thing. Use my little yellow triangles to set the Reach. Again, I don't want it over here - I don't want it over there - I want it somewhere around about there. There's my second chunk that looks fine. I can carry on the process and I can see that I could fit a chunk of 6 in there. Let's put that on. There we go! I'm going to drop that one... about there. That leaves a few more left here. I'll pick up my chunk of 3 and that can go on. I can join those together. Where do I drop this? Well I don't want to drop it over here because I can see from my little "Balance Meter" at the top that I'm over-balanced. In fact I'm over-invested if I go this way. I want it to be somewhere around about there. Where I can see I'm very nicely balanced! What have I done? Well, I've produced, in just that short time, a 4-Segment Sales Force Deployment Plan. And I know that over the long term this investment is going to produce for me something in the order of 1.2 million pounds (in this case). That's it - I've done it! If I want some more metrics, I can do that if I click up here. The PromoPlanner will take me to the Specialty Summary Report. Here it is! On this specialty summary report, if I drill down a little bit - let me get to the cardiologists. Here they are. I have 4 pages of metrics. As you can see: all kinds of information here. Ending up with the long-term Return On Investment for the promotional plan that I've just created. (in this case 283% ROI) I've created a 4-Segment Sales Force Plan in just a few minutes for my cardiologists !!! The PromoPlanner has been used successfully in thousands of exercises across 92 countries for Pharma, Biotech, Generics, and Medical Devices companies over the past 15 years. Business applications range from Portfolio Optimization to Pre-Launch planning, Mergers, and much more.