Pharmaceutical sales reps primarily detail existing products or introduce new ones. They typically make between 2 and 5 calls per day to doctors and pharmacists. Pharmaceutical companies have a set call cycle process for their reps to follow when introducing a new product. Each of our pharmaceutical clients have a weighting system attached to each doctor - platinum, gold or silver or A, B, C depending on the importance the company places on that particular doctor's support or prescribing tendencies. The call cycle process will be different if presenting to an A-rated doctor versus a C-rated one both in the number of visits and in what material is covered with each visit. It usually takes several meetings to present research and trial materials, provide samples and finally peer suppport in order to educate a doctor on the merits of a new pharmaceutical. A reporting tool which tracks calls and provides note review for the sales rep is beneficial. Companies that are able to track the sales cycle for a new pharmaceutical giving insight into where each doctor is at in the process and or what has been accomplished to date by that sales rep is extremely valuable.
Here is a typical sales report from a pharmaceutical rep sent on an I-Pad via the FrontRow Sales App: remember the time taken to send this report is less than 30 seconds:
This report was received by Mike's manager a few seconds after sending. His manager sent out a note acknowledging Mike's efforts via the FrontRow message center. A task assignment message also went to the clinical support department to prepare a response regarding the side effect concern. This response will be forwarded to Mike to follow up with the doctor. (Task Emails)
FrontRowprovides these reps a fast and easy yet comprehensive reporting system that enables them to spend more time in the field and less on preparing sales reports. In addition, the client contact section enables the sales rep to review all information and activity with regards to the sales process at any time. The automatic work assignment feature ensures that issues are resolved in a timely and efficient manner.
FrontRowprovides 2 distinct data bases to the Pharmaceutical company: one certered around the doctor providing contact information, sales cycle review, issues, prescribing tendencies, committment level, etc. and the other around the sales rep with a focus on providing information to improve the productivity of the rep, 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.