The FrontRow clients in the medical industry range from companies that sell contracted disposables to others which manufacture and sell multi-million dollar equipment. In general, sales reps have smaller territories which may be 5 to 10 major hospitals or 1 or 2 buying groups. Yet in each one of these hospitals, the sales rep may have 20 or more contacts for their product. A typical buying decision may include purchasing, medical staff, nursing staff, infection control, finance and administration. Because of the numbers involved, a buying decision is a lengthy process and usually requires the consensus of a committee. At any given time, a sales rep can have 5 to 15 sales projects ongoing each involving 10 to 20 decision makers - a heavy work load for the best of sales reps. Medical sales reps have the ability to make 5 to 10 sales calls a day making good time management skills critical. A reporting system that aids a rep in keeping track of all projects including contact points, key decision makers, supporters, non-supporters, competitive activity, follow ups, issues, etc. would be of great value to the medical sales rep.
Let's look at the report below sent in by a medical sales rep via I-Phone which took less than 30 seconds to complete via the FrontRow Sales App:
This sales report was received by Brian's manager a few seconds after it was sent. His manager sent a return note recognizing Brian's work via the FrontRow message center and asked if Brian would like the clinical support person to attend his meeting on Feb. 19. Because Brian included a request for pricing in his sales report, an automated message is sent to the pricing co-ordinator responsible for this product. (Task Emails) This will be completed and returned to Brian within a few days time.
The FrontRow reporting system allows medical sales reps to track all ongoing projects. Of particular importance is the need to know all the members on each committee. Information such as which committee members have been contacted, who are the supporters, who could be a supporter if more information is provided, etc. is all accessible. The FrontRow reporting system ensures that every rep is on top of all projects. Reps can view each project to identify issues and develop strategies to move forward. Of particular value to these reps would be the ability to retrieve contact information and notes about each client in real time via the FrontRow Sales App (see Information Retrieval). This is an important feature for the Medical rep as it gives them the ability to retrieve historical information before making an unscheduled call.
FrontRowprovides 2 distinct data bases to the medical company: one centered around the hospital providing contact information, project review, product issues, committment level, forecasts, etc. and the other around the sales rep with a focus on providing information to improve the productivity of the rep (if appointments are scheduled in an efficient manner), insight into rep strengths and weaknesses for training needs, organizational skills, accountability, product knowledge, etc. The FrontRow system provides all this information and more in real time.