Do you need support for your next sales force effectiveness projects?

A good profiling questionnaire helps to analyze the customer base in line with the brand strategy. Xcellen can help you to facilitate a cross functional workshop (with marketing, sales and sales force effectiveness) in order to develop a robust questionnaire which captures the most relevant information relevant to the brand. It is extremely important that your questions are aligned with the brand strategy. The profiling questionnaire will be designed keeping the results of the profiling, segmentation and targeting exercise in mind.

A robust customer segmentation helps to align target customer activities to the brand strategy. It is important that segments are identifiable and help to drive differentiated investment and / or messaging. We can help you to facilitate a cross functional workshop to design value based and / or behavior-based customer segments for a brand or a portfolio of brands. Getting the most out of your customer segments leads to a meaningful financial return.

Customer targeting is the process of allocating available resources to relevant customer segments. Xcellen has plenty of experience to help you in developing a holistic targeting strategy that encompasses all the available resources and ensures that there is enough capacity to deliver the plan. A clearly defined timeline and iteration that is easy for the sales force to understand is a matter of course.

Most pharmaceutical organizations have a PST process in place, but it can vary across locations and affiliates. We work closely with our clients to develop an overarching global or regional PST guideline which can help the affiliates to drive the PST process in a standardized manner, aligned with best practices.

The PST process can be error prone as it is a dynamic process involving several stakeholders. We offer a comprehensive diagnostic framework spanning across the 6 major steps in PST process, namely – governance, strategy, profiling, segmentation, targeting and implementation. The diagnosis helps you to evaluate the current strengths (to keep) and opportunities (to improve) in your process, compared to best practices.

Xcellen can help the you project manage the full end-to-end PST process including all the important steps required during the process, like creating a project plan, organizing workshops, preparing communications for different stakeholders, data progress checks, data quality validation, etc. It allows you to spend more time on strategic discussions and decision making.

Educating and training the sales force, including the sales representatives and first line sales managers, on the concepts of PST, helps to increase the buy-in and a robust implementation at the field level. Xcellen offers interactive PST trainings for the sales team across different locations.

Xcellen helps to find the best approach to set your sales targets ensuring that the targets are fair and have no bias. This service can be provided as a one off for a single cycle or you can just outsource the entire target setting process to us for a specific country or region. Our team can also help to develop up a training program for your internal team with respect to target setting process which includes establishing a standardized target setting process, selection of best-fit algorithm, implementing best practices, doing diagnostics and ensuring fairness in your target setting process and can be customized as per your needs.