Master portfolio optimization, territory planning, rep performance models, sizing & structuring for pharma sales excellence.
The course covers the details starting from basics of sales force analytics to detailed deep dive into sales force sizing and structuring models. The course starts with covering the basics of pharmaceutical industry and corresponding value chain and then covers details of portfolio optimization. It further covers sales force diagnostics, sales force planning and implementation in great detail. The course also covers various methods of measuring rep performance and covers dashboarding aspects. The course would detail out various models used for sales force planning, structuring and measurement.
Industry Overview for Pharmaceuticals
How to optimize a therapy area portfolio
Detailed Coverage on Sales Force Analytics
Sales Force Planning and Implementation
Sales Force Measurement and Dashboarding
Relevance of Sales Force Analytics in Pharmaceutical Landscape
Sales Force Sizing and Structuring Models
10 Sessions
5 Exercises
Downloadable Material
Job Placement Opportunities
Mobile & Laptop Accessible
Lifetime Access
Certification of Completion
Basics of Pharmaceutical Industry and Pharma Value Chain
Portfolio optimization including Marketing mix, life cycle management and pilot studies
Sales Force diagnostics including Benchmarking exercise, Rep performance and Program analysis
Sales Force planning including sizing, structuring and Segmentation and Targeting rule design
Sales Force implementation including Territory Alignment, Physician Profiling, Call Planning and Business Planning
Sales Force measurement including rep performance and tracking dashboards
Relevance of sales force analytics in pharmaceutical landscape
Commonly used terminologies in sales force analytics
Sales Force sizing approach
Sales Force structuring models
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