To study and review sales

force effectiveness through Territory
Management in Pharma Industry
Submitted By:- Shubham Raj
Bijoy Sharma
Priya Kiran
Priya Dubey
Nikhil Datt Sharma
Sakshi Gambhir
 • Territory management
is the process by which
sellers prioritize and
What is manage a group of
customers and
Territory prospects, who are
typically organized by
Management segments (such as
geography, industry and
need).

2
 Good territory
Good sales
alignment is
territories enhance
important for
customer coverage
several reasons.

Benefits of
good increase sales
foster fair
performance

Territory
evaluation and
reward systems

Alignment
lower travel costs.

3
What is Sales force effectiveness(SFE) in the pharma
context?
SFE is all about keeping your company ahead of shifting market dynamics by
rapidly developing and evolving new sales models around physician access and
detailing channels. It’s very important to develop physician trust and confidence
around all aspects of the pharma business. SFE in pharma is also achieved when
cross functional departments compliment  during the critical product launch phase.
This helps management review on-the-fly performance analysis and keep up
compliance with the ever-increasing regulatory changes.

4
 What Ability to responds to
Management has greater Promotes coaching,

benefits can
pressures from customers,
control over the size and feedback, recognition, and
competitors & changing
structure of the sales team. training to the team
economy.

be derived Medical reps can better

target, prioritize, assess
physician needs and
First line managers benefits
from listening, persuading,
Sales reps develop their
competencies according to

from
develop solutions around and closing deals the current market needs
those needs

Pharma
Identify all factors really
Growing physician influencing prescriber Optimize all relevant
satisfaction and loyalty behavior including resources for a brand or
resulting in repeat messages which are having portfolio across multiple

SFE?
sales(RRx) the most impact on actual geographies & activities.
prescribing

5
Understanding what Physicians value

6
 A customer-centric approach focused on how best to deliver
value to the physician will guide these efforts.

Adopting Based on field data, segments and territories, pharma

Customer
companies must paint an individual, centralized picture of
each physician and then use this information to create
appropriate and relevant communications.

Centric It is crucial for pharma companies to make sure that

physicians receive the information they need at the right
time and in their favored format.

Approach This customer-centric  approach enhances the role of the

sales reps. They become trusted partners in a two-way
dialogue, which increases their influence and improves job
satisfaction.

7
 According to the needs, structures, and goals every
pharmaceutical company does sales territory in
What is their own way. 
Through balancing factors like travel time, sales
considered potential, and more

when Helps the pharmaceutical representatives see which

doctors they need to visit. 
aligning Helps to ensure that they do not waste the potential
Sales of any of its representatives by unequal distribution
of territory or work.
Territory? Both increases the cost of a sale and minimizes
growth in revenue.
8
 •Account Alignment:
 With this methodology, geography does not matter.
Representatives may live a short drive away from one
doctor, while another doctor in their territory could
require a plane flight to be reached.
 Oftentimes, pharmaceutical companies will divide the
accounts into specialties.
Methodologies for  In other words, certain representatives will only see
pediatricians, while others will only see cardiologists.
Pharmaceutical  Allowing the representative to specialize in a specific
drug or set of drugs and become more knowledgeable.
Sales Territory •Geographic Alignment:
Alignment  This is the most common type of alignment used in
pharmaceutical companies because it can reduce travel
time and travel expenses.
 With this alignment, pharmaceutical representatives are
assigned doctors based on where they are geographical

9
• Depending on how big the company is, how many representatives there are, and doctors needed to
be seen, alignment could be grouped by anything from region, state, country, or postal code.
Geographic-Account Combination Alignment:
• This alignment methodology involves a combination of the geographic alignment and the account
alignment in order to get the best of both worlds.
• The one downside of this process is that it can be much more complicated to create.
• For example, it may give one representative all of the doctors in five adjoining postal codes, but
make an exclusion of a handful of specialist doctors, who are given to another representative.
• Therefore, perfectly aligning a pharmaceutical sales territory is complex and requires the company
to keep in mind their sales goals, continuously collect sales data, and consistently review territories
to ensure that best practices are in place.

10
THANKYOU

11