News & Views

Sales Force Sizing in Multichannel era – How to optimize your commercial results? June 20

Despite the significant impact of sales resource decisions on company performance, many companies still rely strictly on the wisdom and experience of sales leaders for making such decisions. But intuition alone is unlikely to optimize sales performance.

Why focus on Sales Force Size & Structure in a multichannel era?

You may have an objective of entering a new market, reaching new customers, increasing frequency on existing customers, reducing cost, or better allocating your resources across customers and channels. Any of these objectives could be a reason to review the size, structure, and allocation of the sales force to increase effectiveness.

Is optimal frequency still relevant in a multi-channel market? June 13

Reaching your target audience with relevant messaging at key points in their decision-making process remains an important part of our sales and marketing efforts. But it’s also important to think about frequency. Whether it’s to drive message recall or otherwise positively influence prescribing behaviours, how should you decide the right level of frequency when planning marketing campaigns? And with so many digital channels to choose from, how to ensure this optimal frequency is aligned to the HCP’s preferred consumption method?

Digital Transformation: Is your sales force holding you back? May 30

Digital is completely reshaping the customer engagement. It’s also redefining sales organisations as they strive to fuel the growth by delivering an engaging experience, whenever and wherever the customer needs it, fulfilling the omnichannel promise. [Accenture 2016]