Case Study: Top Tier Pharma Company improves call planning efficiency with Axtria

Call Planning Implementation For Multiple Sales Forces Of A Top Tier Pharma Organization

Top Tier Pharma Company, a top pharmaceutical organization, needed a partner to manage and execute its call planning processes for 1,600+ representatives across three sales forces. The company was dealing with complex business rules, account- and physician-level call plans, co-promotion requirements, and a lack of user-friendliness and transparency in its existing system.

Axtria implemented and customized its Salesforce.com-based Sales Targeting call plan feedback module to optimize call plans while meeting business rules and promotion response modeling needs. Axtria delivered the optimized plans within tight timelines, and the results were strong: over 95% of the sales force accessed call plans through the module, about 92% of call plans were approved by district managers, and the client praised the solution’s ease of use, transparency, and cross-device accessibility.