Achieve a sales force structure that
optimizes efficiency and productivity through:
Target & Call Plan EVALUATION
Our GAPPS™ evaluation, a SaaS (Software as a Service) on-demand platform, was developed to assess the productivity, accuracy, and efficiency of prescriber targets and call plans against the five key target attributes that make up the GAPPS™ acronym. Each of these essential elements work together to drive sales by providing effective targets.
GAPPS™ quantifies target and call plan performance through individualized ratings on each attribute as well as an overall rating to shed light into the degree to which biopharma targets and call plans can be improved. In fact, results can be used to project sales lift!
Through GAPPS™, your targets and call plan receive a full diagnostic assessment in order to ensure not only that the proper targets have been identified, but also that they are being called upon appropriately.
Target Selection & Call Planning
The success of selling depends on selecting the right targets—the targets who will respond. However, too often targets are selected through deciling or response curves, both of which essentially are flawed. In contrast, our exclusive Dynamic Targeting™ methodology identifies high-potential prescribers most likely to respond to sales activity. We don't just go after the big fish, but the big fish that bite.
Dynamic Targeting™ has statistically been shown to increase sales anywhere from 4% to 19% above traditional targeting methods. The high end—a 19% increase in sales—has been seen with launch products by ensuring that they come out of the gates quickly. The low end—a 4% increase in sales—has been seen with mature and established brands that were in a decline prior to initiation
In addition to target identification, we also design optimal call plans. We first assign one of three primary target types to each target: (1) growth targets, or targets who have high levels of potential for our product, (2) maintenance targets, or targets who have high levels of sales for our product, and (3) super targets, or targets who have high levels of sales and potential. This assignment is critical as different target types require different levels of selling activity. We then determine the proper call frequency for each target, or the amount that the target should be called per month. This process helps ensure that all targets are called on in a manner consistent with their levels of sales and potential.
Sizing & Territory Alignment
Once the high prospect prescribers who are most likely to respond have been identified, optimal sizing and realignment of sales territories will focus and maximize the sales force's efforts. We conduct profit optimization analyses to determine the expected profit of various sized sales forces. However, there is a key difference versus other companies in the way we do so: we do not consider all scripts equal. In today's increasingly volatile pharmaceutical landscape, the expanding influence of managed care has weakened the correlation between script volume and earnings. Our Rx for Earnings™ system exploits managed care differences by reallocating sales resources based on average gross earnings per script in order to maximize profit. When necessary, we also revise territory alignments in order to optimize the balance between sales force size and reach as well as the balance between territory size and performance measure.