Quick Quiz: How many of the following hold true for your company? [ Be honest! ]
- Do your business plans truly coordinate the actions of more than one person?
- Do they involve sales, marketing, medical information?
- Does the plans link back to SFA/ CRM and Analytics and Reporting tools so Plan Performance can be measured?
- Can information systems capture all the actions that are in the plans?
- Are the plans systematically tracked?
- Is success routinely measured and actions taken from teh results?
- Is the planning process continuous? Or is it a periodic, even annual task?
Few companies could say yes truthfully to all of these questions.
- Yet business growth in today’s environment depends on your company’s ability to effectively coordinate and maximize all your customer touch points.
We are all familiar with the business planning cycle:
But how effectively is it put into action?
(Key) Account planning is a necessity for today’s business model.
Directing company sales resource to unlock the potential of your highest value customers, without waste, and with coordinated follow through is one of the biggest challenges Pharmaceutical companies face today. Unless you have systems that coordinate the activities of many people who interface with your (often within the same account), you potentially have a big problem.
|
