STAR Results Business Acumen – Data Conversion & Business Planning
STAR Results’ goal is to develop and design the precise infrastructure and processes to help transform your sales team into a business force.
We do this by focusing on data conversion and customising your business planning process. We ensure that your business processes support your sales people’s ability to perfect their business acumen.
Data Conversion
If you want your pharmaceutical sales representatives to start thinking like business people you need to start treating them like business people.
STAR Brand Growth and Sales Potential Algorithm®
We work with your brand team to develop a comprehensive understanding of brand dynamics. We then develop a Brand Growth and Sales Potential Algorithm® to provide your sales people with invaluable data including:• Projected sales by brand by physician
• Projected sales growth by brand by physician
• Sales potential by brand by physician
• Projected sales growth by brand by physician
• Sales potential by brand by physician
The Benefits
• Sales reps will be able to do an in-depth business analysis of their territory.
• Sales reps have a clear link between sales objectives and customer sales
• Micro targeting and resource allocation decisions
• Sales reps have a clear link between sales objectives and customer sales
• Micro targeting and resource allocation decisions
We take all the guess work out! We provide concrete ways to determine how to achieve sales objectives.
No more assumptions, no more guessing.
Customised Business Planning Process
A. Customised Business Planning Templates
We work with your sales management teams and top sales representatives to develop easy-to-use business planning templates.
Because there are different strategic decisions that need to be made at the Sales Director, ABM and sales representative level, we cater to each level individually. Many of these choices have a direct impact on the next level of decision making.
We customise the templates with your tactics and resourses. We integrate the templates allowing you to roll up and roll down key information and resource allocation. Each sales representative gets a ready-to-go business plan file loaded with brand sales and sales potential by physician.B. Formalised Business Planning & Performance Review Timelines
To ensure effective implementation and follow-through, we create an annualised business planning and review calendar.
C. Integrate with Existing Sales Systems
We will work with your operations people to ensure that there is alignment with your present systems.
• Incorporate business acumen in your coaching reports
• Targeting and resource allocation can work with your CRM systems
• Targeting and resource allocation can work with your CRM systems
System alignment is a key factor to ensure that you can realise that maximum ROI from a business acumen initiative.
We transform your sales team into a business force!