Sales force sizing in the pharmaceutical industry involves strategically determining the appropriate number of sales representatives needed to effectively cover target physicians and achieve sales objectives.
What We Do?
Strategizing Your Sales Force Size
Our sales force sizing process integrates market analysis, target universe, call planning, workload assessment to optimize resource allocation. We help companies with ongoing evaluation and adjustment of sales force sizing to ensure alignment with evolving market dynamics and business goals. By deploying the right number of representatives to the right territories, pharmaceutical companies can maximize sales effectiveness and drive sustainable growth in a competitive marketplace.
How We Do It?
Our methodology blends historical data, growth strategy, company core values, and market research to craft a robust sales force strategy. Our approach includes:
Market Landscape Assessment
We conduct a thorough analysis of the current market landscape and future potentials. This provides a comprehensive understanding of the terrain and opportunities, setting the stage for effective sales force planning.
Workload Assessment
Utilizing the prioritized segments and call plan, we evaluate the workload associated with servicing each physician, considering factors like travel time, call duration, and administrative tasks.
Resource Allocation
Sales reps and other field personnel are allocated to territories based on workload assessment, rep capacity, market potential and expected ROI.
Continuous Optimization
Sales force sizing strategies are continuously refined to ensure alignment with business objectives and maximize sales effectiveness.
Territory Expansion Validation
Ensuring the right sizing and geographic coverage for territory expansion is crucial. We validate these aspects to guarantee that your sales force is strategically positioned for optimal market reach.
ROI and Investment Evaluation
Determining the Return on Investment (ROI) and investment required for expansion plans is a core component. Our assessment helps you make informed decisions about the viability and potential outcomes of your expansion strategy.
Implementation Roadmap
A roadmap for field expansion implementation ensures a seamless transition from planning to execution, providing a clear guide for effective implementation.
Optimal Resource Allocation
We determine the best sales force size, structure, and alignment based on a comprehensive study of the market, growth plans, Incentive Compensation (IC) plans, and customer response to promotions.
