Sales Force Effectiveness in the Pharmaceutical Industry with Qlik

February 2, 2025

Business Case

“Sales Force Effectiveness” (SFE) is a measure that continues to be very useful for the pharmaceutical industry as it seeks to appraise the contribution of medical representatives towards making sales. Medical representatives make all kinds of visits to doctors, starting from courtesy visits to specific product presentations made to them. These interactions are very important in the sense that they generate sales and, in return, inform healthcare providers of new-entry pharmaceutical products. These strategic allocations of geographic territories for the density of general practitioners, specialists, and pharmacies are being used very effectively. 

Challenge

Develop sophisticated yet user-friendly visual tools to enable pharmaceutical companies to efficiently monitor the Sales Force Effectiveness (SFE) of their medical representatives. These tools should aid in optimizing sales strategies through precise force allocation and accurate commission tracking. The challenge requires creating a robust system capable of providing real-time insights without compromising performance despite the complexity and volume of daily sales activity data. This system should be designed to support the dynamic needs of pharmaceutical sales environments. 

Solution

As a certified Qlik partner, our approach integrates state-of-the-art data reconciliation algorithms with Qlik’s high-performance dashboards, specially designed to handle large datasets typical in the pharmaceutical industry. 

Key enhancements provided by our Qlik solutions include: 

  • Qlik Sense Dashboards: These dashboards are optimized for rapid data processing and integration, facilitating real-time SFE monitoring and strategic adjustments without performance lags. 
  • Territorial Visualization: Leveraging Qlik’s dynamic visual capabilities, information is organized by geographic territories, enabling precise and effective strategic planning. 
  • Performance and Competitive Analysis: Our dashboards include specialized modules for tracking the performance of medical representatives and benchmarks against competitors, utilizing Qlik’s advanced analytical tools to provide a competitive edge. 
  • Seamless Veeva Integration: Our solutions fully integrate with Veeva systems, enhancing the dashboards with extensive datasets and ensuring comprehensive market analysis using Qlik technologies. 

Data Sources

  • Pharmacy Data Collection: Utilizing real-time pharmacy data to monitor market dynamics and assess representative performance effectively. 
  • Veeva Platforms: Employing expansive datasets from one of the industry’s leading platforms to enrich our Qlik dashboards with robust data analysis capabilities. 

Successful Implementation in Companies

Some of the most recognized pharmaceutical companies, including Janssen-Cilag, AbbVie, Sobi, and Fresenius Kabi, have effectively embraced our Qlik solutions. These companies have realized significant improvements in monitoring strategic implementations and sales outcomes. Thanks to Qlik Sense’s agility in responding to market changes and offering detailed insights into competitors’ activities, this has further consolidated their market position. 

Using Qlik, pharmaceutical companies can transform their Sales Force Effectiveness tracking into a powerful asset that boosts performance and significantly propels market success.

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