Analytics
Technology
Research
Territory
Alignment
& Sales Force
Deployment
Implement sales force strategy through optimized field alignment and get
better resource utilization and target coverage; our complete territory
field alignment and deployment process is designed to facilitate better change
management and field buy-in
According to a market research study, nearly eighty percent of US companies have imbalanced
sales territory alignment and that includes pharmaceutical companies as well. When territories
are out of balance, too much effort is deployed against low potential customers and too little
is deployed against many high potential customers. The result is that companies often leave
millions of dollars on the table.
Why is territory alignment so important?
Workload Imbalance
200%
Customers are underserved while
the sales team is overworked
150%
Workload Index
®
+15%
100%
-15%
50%
Under-utilized resources
0%
Reps/Territories
With access issues and a competitive marketplace, it’s a challenge for any pharmaceutical
company to align its territories effectively and then deploy its sales forces according to the
skills and capabilities of its sales people with respect to its product-portfolios. An important
aspect in this scenario is the timely availability of information in an integrated and easy to use
manner. Even when the data is available, most companies lack the sophisticated analytical
tools to analyze it, and understand the impact of adding/reducing number of sales reps in a
particular territory.
We at marketRx, understand that a territory alignment affects all your customers and your own
people. Through our domain expertise and vast experience in providing actionable solutions to
our clients, right from strategy to implementation, marketRx offers high quality territory
alignment and deployment solutions using proven methodology and flexible tools across the
entire territory allocation process.
Our Methodology
At marketRx we have designed a well tested process that delivers on four key success factors
to ensure successful implementation of the field force strategy.
Design
Database
Development
Territory
Location
Analysis
Territory
Optimization
Field
Management
Design
Sessions
Representative
Replacement
Implementation
Strategy Implementation- Ensure deployment / design decisions are aligned with strategy
Change Leadership- Fully integrated mechanisms for stakeholder buy-in and communication
Process Management- Client-centric process utilizing tools and design stops
to support the process
Data Management- Manage data flows to support management decisions,
enhance quality, and ensure timely delivery
Our Offering
marketRx delivers robust analyses to support critical business decisions, such as deployment of resources, best territory
headquarter locations and the overall optimization of territory alignment. Our solution is backed by our iAlign™ toolkit and
industry leading third party tool AlignStar. Combined with our in-depth knowledge of pharmaceutical sales and marketing domain,
our solution provides answers to a host of business issues, such as:
Expansion/
Reduction
Sales Force
Realignment
Merger
Integration
Alignment
Solutions
Some of the many pressing questions we have answered
successfully for our clients are:
What is the best sales force structure and deployment
to implement my sales and marketing strategy?
CSO
Deployment
How can I “do more with less” and increase sales force
productivity and therefore my Return on Investment?
How can we enhance customer coverage, increase
performance and lower travel costs?
Goal
Setting
Representative
Placement
How do I minimize disruption and manage change
effectively while resizing my sales force?
Sales
Organization
Restructuring
marketRx works with sales operations and human resources to develop the objectives and constraints of the sales deployment
process (in the context of the issues such as new launch, integration of forces, level of disruption, future changes, redeployment).
We
Create an alignment database based on the expected activity by customers and the location of target customers or accounts
Create workload indices and use local geographical knowledge to design territories
Review proposed territories (with maps and reports) with field and deployment team to finalize territories
Conduct DM sessions to finalize rep assignment, territory changes. Build communication plan
Deliver ZIP-TERR files, Rep Placement and change management plans
We will also help you validate your alignment periodically through the Territory Expert Report Card.
Territory Expert Report Card
Below is the Territory Expert's report card based upon the selected variable: Norm P MD Ind
Overall Grade:
Detailed Grade:
Data Linking: A
C+
Contiguity: C+
Balance: DRep Distribution: C+
Compactness: A
Travel Efficiency: F
Our Benefits
marketRx is a leading provider of complete sales and marketing effectiveness solutions to global life sciences companies,
utilizes its strengths in analytics, research and technology to deliver actionable and measurable results. Territory Alignment
Deployment solution from marketRx lets you benefit from our vast experience in building sales force strategy capabilities
implementing the same for our clients across all major global markets and therapeutic categories. Key benefits are:
Geographical footprint for sales teams to provide best customer coverage & resource utilization
Territory and management unit boundaries while maintaining even workload
Capability of handling physician-based, account based or hybrid territory alignment plans
Incorporation of both resource utilization as well as personnel aspects of sales force deployment resulting in rep buy-in
better acceptance
Sales Operations & Management
Product Management
Market Research
marketRx combines market research, analytics and technology to provide solutions that enable our customers at global
pharmaceutical and biotechnology companies to improve effectiveness of their sales and marketing initiatives. With all
of the top 20 global pharmaceutical companies as customers, marketRx is the leading provider of integrated marketing
and sales effectiveness solutions.
and
and
and
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®
www.marketrx.com email: info@marketrx.com
Americas: +1 (908) 541-0045
Asia: +91 (124) 416-0800
Europe: +44 118 902 6840
Australia: +61 (0)402 355 746
Corporate Headquarters: 1200 U.S. Route 22 East, Bridgewater, NJ 08807 Tel: (908) 541-0045 Fax: (908) 541-1595