Critical to the productivity and efficiency of your sales force is ensuring the optimal targets are being identified and assigned the proper call frequency. In this blog post, we explore how to determine the accuracy of your biopharma targets.

One of the critical components to maximizing a sales force’s productivity and efficiency is call planning. In this blog post, we explore why sales representatives don’t always follow call plans and why this may be beneficial for a company’s bottom line.

Let’s examine some of the key attributes that can be used to determine the productivity and efficiency of sales calls made to targets, which we’ve not only summarized into an easy to remember acronym—GAPPS®—but also developed into a statistically-based diagnostic tool.

Oftentimes, biopharma companies set call plans on physician targets based on response curves even though they are fraught with error. In this blog post, we discuss the limitations of relying on response curves and introduce a different methodology that can achieve better results.