Shulou(Shulou.com)12/24 Report--

SFE is an imported product, but it is a relatively unfamiliar word in domestic pharmaceutical companies at the initial stage, and the understanding of its boundaries is vague. With the development of these years, domestic pharmaceutical companies have to understand and apply this system, try to think about the relationship between the success of multinational pharmaceutical companies and SFE, and try to challenge the traditional concept of sales management from the perspective of index-driven and process-oriented engineering. At present, in domestic investment, SFE has a variety of names, and we are more accustomed to calling it the sales operation system.

SFE always revolves around the purpose of "optimizing input, improving output, and building a high-performance sales team". When SFE is only a kind of thinking, entrepreneurs are trying to control or learn from other companies, and focus more on how to effectively measure the input-output ratio. When SFE has formed a specific methodology, senior managers generally think through the methods of sales team management-- scientific calculation through external consultation or with the help of model algorithms, so as to realize the fine management of each module of a whole system of sales team configuration, sales region division, sales resources and indicators allocation, bonus incentive design, sales behavior management, and performance analysis. When the SFE system really falls to the ground, it relies more on digital tools such as SFE project model, CRM system, flow system, data center, BI analysis system and so on. Many enterprises feel that the connection and use of these systems is the SFE system.

But in our opinion, no matter how thoroughly we understand each module and how skillfully we use the system, unless we assemble them into a coherent whole and a closed-loop system around the whole sales team on the basis of data, otherwise, each module is still independent, and consistency is difficult to control.

There are many trial and error links and long cycle in the digital marketing field of life science industry. if there is a lack of replicable and sustainable sales management methodology, once enterprises take detours and "fall into the pit" on the journey of innovation, it will take a long time to get back on track.

Therefore, Daiyi joined hands with Mr. Li Shiming, an expert in digital transformation in the field of Great Health, to launch China's first "sales operation system maturity evaluation" model, through which we can provide you with consulting services for the smooth operation of SFE sales system.

This questionnaire combines the two directions of consultation and landing, and uses engineering thinking to deconstruct and sort out the key elements and core processes of sales. It will be divided into five dimensions: setting clear goals and sales strategies, improving the management system of the sales team, marketing training and promotion, strengthening sales management and monitoring, and paying attention to customer maintenance and service.

So far, nearly 300 customers have used the service, including Medtronic, AstraZeneca, Eli Lilly, Merck, Merck, Kinsey, Hausen, Shiyao, CP Tianqing, China Resources Shuanghe and other enterprises, providing an efficient business operation planning and thinking framework for management. Enterprises in the formulation of annual operation planning, according to this model, will be able to achieve comprehensive and meticulous planning, to achieve the goal of planning before the war, winning the army first and then seeking the war.

Through the questionnaire, customers are clearly aware of the current enterprise sales operation system maturity score and ranking, as well as a deep understanding of the most lacking part of their own enterprises in the whole system. The whole questionnaire arrangement is actually a set of quantifiable and optimized sales operation system built from scratch, showing an example of building a strong sales organization. Sales is no longer an art, but a measurable formula.

Photo source: screenshot of customer evaluation score

The item with the highest average score for an enterprise-- set clear goals and sales strategies

Through the survey of hundreds of domestic and foreign customers, we can clearly see that "setting clear goals and sales strategies" has the highest score in five dimensions, with an average score of 3.5 (out of 5). Throughout the development of pharmaceutical companies, "scientifically setting clear goals and sales strategies" has determined the market goals for the second year from the first few minutes, and is now willing to spend months carefully investigating the real situation of the market and analyzing a large amount of data. and repeatedly discuss and disassemble the market target to ensure the scientific rationality of the target. At the same time, we began to pay attention to the management problems reflected by the results of market objectives, and even the completion of grass-roots indicators, so as to judge the management level of the whole business team.

No Surprise (no accident) is a very important concept in western scientific management: the best management is that all people just meet his target, impartial, that is, the so-called "everything is as good as God", this is the most superb management ability, and domestic pharmaceutical companies are also moving towards this goal.

The lowest average score of an enterprise-- customer maintenance and service

At the same time, it can also be seen through the questionnaire that the average score in the "customer maintenance and Service" option is only 2.1 (out of 5), which is currently the lowest. Every organization is talking about customer maintenance and service provision. no one can deny the importance of customer service, but it is very difficult to provide quality service in practice.

In view of customer satisfaction, customer demand, customer service and other aspects, domestic pharmaceutical companies have not done any action in this respect, the vast majority of cases do not have a collection system, can not institutionalize the collection of customer feedback. The rest of the companies seem to have some kind of feedback mechanism, but they don't care to recycle them, let alone improve their services based on customer responses, they are just used to being superficial. Foreign capital is stronger than domestic capital in this respect, but it has not reached the ceiling.

Through this questionnaire, the common questions about sales operation maturity of enterprises in the industry are revealed. In order to better solve these problems, Scarlett, the initiator of the sales operation system maturity evaluation project and a senior consultant in the life science industry, is invited to bring you the analysis of the project report at 7: 00 p.m. on December 13. Through the survey of SFE, market, strategy, affairs and other departments of nearly 300 domestic and foreign enterprises, this paper comprehensively combs the closed-loop system from terminal management to regional structure, index cost, CRM management, flow data, report and performance analysis, and bonus incentive, in order to help enterprises find their own shortcomings and change from cause to result.

If you want to know the maturity of your enterprise's sales operation system and improve the shortcomings of your enterprise's sales operation system, you can directly scan the code to join the course, and you can also get a report after class. Partners who have paid attention to easy decision-making can send 1213 to get links to the course.

Decision easy is a SaaS product specially designed for the life science industry, which is used to help pharmaceutical enterprises to improve sales team behavior management and sales efficiency management. At present, Daiyi has been recognized by more than 30 enterprises in the top 100 list of pharmaceutical industry.

The scope of decision easy business covers CRM customer relationship management, SFE sales efficiency management, MCM multi-channel marketing, DATA industry big data, SPM bonus performance incentives, etc., to meet the management needs of clinical direct marketing, OTC mobile sales, investment promotion and other mainstream marketing models.

Welcome to subscribe "Shulou Technology Information " to get latest news, interesting things and hot topics in the IT industry, and controls the hottest and latest Internet news, technology news and IT industry trends.