SOLUTIONS | SALES FORCE OPTIMIZATION | CALL PLANNING & TARGETING

Physician Segmentation, Targeting and Call Planning Solutions

Assigning HCP Target Type & Call Frequency

HCP segmentation and targeting go hand in hand with call planning. In order to optimize sales force productivity and efficiency, the correct HCP/account targets need to be selected and matched with the proper level of call activity. Different target types require different levels of call activity (i.e., growth versus maintenance) and we can help you ensure all physicians are segmented into meaningful groups, and selected HCP/account targets are called on in a manner consistent with their levels of sales and potential.

GAPPS®: Evaluation of Targets & Call Plans

Our GAPPS® evaluation assesses the productivity, accuracy and efficiency of HCP targets and call plans against the five key target attributes that make up the GAPPS® acronym. GAPPS®, developed exclusively for the pharma, biotech and medical device industries, statistically evaluates not only the quality of the physicians identified in the segmentation and targeting process, but also if they are being called upon appropriately.

In fact, GAPPS® results can be used to project sales lift and determine if our revolutionary Dynamic Targeting™ methodology will increase sales!

GAPPS evaluation of HCP targets and call plans

What Our Call Planning & Targeting Can Do For You

Ensuring effective segmentation of physicians, proper identification of targets, and appropriate determination of call frequency are critical to maximizing sales force productivity and efficiency. Below are just some of the things our segmentation, targeting and call planning can do for you.

Identify the proper targets and target types for the sales force to call on — **Segment prescribers into meaningful target types** for the sales force to call on

Determine the right call frequency at which each target type should be called on — **Determine the right call frequency** at which each target type should be called on

Assess the effectiveness of targets and call plans against the GAPPS® criteria — **Assess the effectiveness of targets and call plans** against the GAPPS® criteria

Project sales lift if targets and call plans were improved — **Project sales lift** if targets and call plans were improved

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