Right People
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Making your salesforce more effective

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Right People

Right People - Right Place

Right Information

Right Information

Right Reasons

Right Reasons

Right Outcomes

Right Outcomes

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Right People - Right Place
Direction and Destination

Targeting and Segmentation
It all starts with your customers.  Ask yourself a couple of questions:
Who are your highest value customers right now?
Who are the highest value to your competitors?

14 Four Analytics can help you to identify the answers to both these questions and to put a future value on each of these groups, making your salesforce more profitable.

Over and above this, we help you to identify what type of customers you have and how you should approach them.

Once we’ve found the customers we need to know where they are and to what influences they are subjected.  Who talks to whom?  How do they arrive at their buying decision?

Drop us a line and see what we can do.

Sales Force Size & Deployment
Once you know where your business is and where it is going to come from, you can make the right call on how you deploy your sales team.

We have experience in deploying sales teams ranging in size from 6 to 600, working in Key Account Management or in a coverage and frequency-driven environment.

Specialising in pharmaceuticals means that we have worked with teams who prepare the market for product launch, teams who work with your key opinion leaders and representatives who are contacting GPs, Nurses, Hospital Specialists and Retail Pharmacies.  These skills are portable to many industries and the rigor that large pharma puts into its sales force deployment can be available to your sales team, too.

And it’s not only where you put your reps it is also where you don’t put them.  In which areas can you disinvest?  Where can you substitute in-person calling with new technology - web-reps, email and on-line marketing?

Let us know what you are thinking and we’ll see where we can help.