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.

What will the course cover

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

Course Content

Session 1 : Basics of Pharmaceutical Industry and Pharma Value Chain

Session 2: Portfolio optiization including Marketing mix, life cycle management and pilot studies

Session 3: Sales Force diagnostics including Benchmarking exercise, Rep performance and Program analysis

Session 4: Sales Force planning including sizing, structuring and Segmentation and Targeting rule design

Session 5: Sales Force implementation including Territory Alignment , Physician Profiling, Call Planning and Business Planning

Session 6: Sales Force measurement including rep performance and tracking dashboards

Session 7: Relevance of sales force analytics in pharmaceutical landscape

Session 8: Commonly used terminologies in sales force analytics

Session 9: Sales Force sizing approach

Session 10: Sales Force structuring models

Sales Force Analytics

What will the course cover

The Course Includes

Course Content