Sales automation to improve field sales productivity
The Client is a global pharmaceutical company with products ranging from Pharma, OTC (over the counter) and FMCG. The client has $1+B revenues and 10+OTC products.
30% increase in sales coverage of doctors and pharmacies
Challenge
- The client had embarked on the sales automation journey. In phase-1, the client was looking for a partner to develop the field force automation platform for pilot users
- The client’s existing platform was used as a base for user journeys and workflows but with automation features
- Data from different sources should be consolidated for analytics and business insights
Solution
- Developed phase-1 of the application that covered the tour planning module for FLM (First Line Managers) & MR (Medical Representatives) to meet doctors, pharmacies, stockists, and retail stores
- Designed a microservices architecture to extract information from the backend ERP system for display into the new sales system
- Developed dashboard (daily, weekly, monthly) for FLM to review sales activities and the messages provided to the doctors, pharmacies, stockists, and retail stores
Benefits
Relevance
The phased approach with data analytics enabled the client to validate the sales automation process with relevant business KPI’s quickly
Resilience
The micro services architectures will enable the client to roll out the Phase 2 and 3 features quickly and with larger sales team
ROI
The pilot roll out increased the sales coverage of doctors and pharmacies by 30% for the selected filed managers