Growth within the pharmaceutical industry is inevitable. Every year, the world of pharma grows 7%, which is expected to score billions of revenue dollars. While the shift in focus for pharma sways between vaccines and new drugs, their challenges tend to persist.

However, using cutting-edge technology with mobile access and artificial intelligence, such as Salesforce Maps, empowers pharmaceutical reps to engage with customers, data, and projects in an insightful way. Here’s how…

Pharma, Meet Salesforce Maps

Salesforce’s Maps is a powerful tool for any pharmaceutical organization, as it helps reps with territory management, data and financial analysis, and business process automation. It also enables visibility for reps to target physicians, track and monitor written prescriptions, frequencies, and refills, all from a mobile dashboard. This eliminates time-consuming manual tasks and empowers reps to target high-priority customers. And with intelligence hosted in one place, there is no longer a need for endless spreadsheets, documents and puts an end to keying in data and address input.

And to remain competitive in a heavily regulated market, pharmaceutical businesses need technology that brings visibility and efficiency. When a salesperson is on the go, another of the many benefits of Salesforce Maps is optimized routing. Reps can easily maintain and manage their schedules as needed with access to AMA data, including written prescriptions by doctors and pharmacies. And as reps tackle their day, optimized routing also allows them to plan meetings and calls by priority. Even changes in the weather can be monitored so reps are always on course and continuously informed.

Key Features of Salesforce Maps

The infographic below (Download Here) illustrates how Salesforce Maps relieves pain points so that pharma reps can focus on important duties such as engaging with the right physicians at the right place and time. 

If your Pharma team is searching for a productivity and sales solution, set up a call with the AdVic Salesforce Maps Team, we are always happy to simplify Salesforce for you. Fill out the brief form below, or click here.

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Related Resources:

Increase Sales & Service Productivity with Salesforce Maps – Podcast

5 Reasons Your Team Needs Salesforce Maps

Data, Precise Targeting Propels Retail Sales

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New standards require distributors to progress or sink in the competitive retail industry. For modern retail distributors, victory is to defeat challenges by finding new ways to run businesses efficiently. It is essential for distributors to have software that allows their operations to grow and remain strong in the face of change. 

More frequently, retailers are growing their businesses and overcoming obstacles with high tech solutions that provide stability, advancement and ease-of-use. A recent AdVic customer is one of those companies.

The company’s previous software, Microsoft Dynamics, was outdated and disparate. Due to having disconnected systems, business was at a standstill, as they did not have a way to conduct a true market analysis. Completing their tasks manually was timely and left plenty of room for human error and inefficiencies. 

In order to remain competitive, the company needed a digital transformation that would propel their business forward. They reached out to AdVic for assistance. 

The AdVic Challenge and Solution Overview

This particular company is an integrated food services company in the business of distribution to convenience stores, contracting with food services, and development of proprietary concepts and brands. 

The company offers innovative solutions to businesses looking to build their brand at a controlled cost and peace of mind. With their diversified customers, they require technology that is user-friendly, customizable, and that offers advanced solutions. Using Microsoft Dynamics, they felt left behind. On the prowl for a dynamic and robust CRM experience, The company partnered with AdVic to simplify processes and advance sales.

 After integrating to Salesforce®, the company reached great heights, found new successes and cohesiveness within their company’s operation and advancement. 

AdVic spoke with the company’s Certified Salesforce Administrator and Sales Training Manager about how the company’s challenges were resolved with Salesforce.

The Digital Transformation Details
The Technology: Sales Cloud  I  Salesforce Maps I Tableau  I Salesforce Mobile I  Pardot

How did the Salesforce Implementation impact your sales process, opportunity forecasting, and goals? 

“The Salesforce Mobile app has made it possible for our team to capture accurate store-level data while in the field. Salesforce provides an excellent reporting dashboard, so the real-time data that is now captured is at our fingertips.  Our team is universally ecstatic with having reliable, easy to use mobile app – because our sales goals are now easier to achieve.”

How are sales reps using the platform for better targeting? 

“Pardot was key to engaging with new customers. Now equipped with the right marketing tactics and strategies, our company’s sales representatives were able to draft marketing plans that targeted engaged customers – those prospects that are “ready to go.” With a goal of 15.4%-22% closing, sales reps are now provided with critical information to achieve this mark.

“Our company’s efficiency levels increased tremendously as repositories of information became easily accessible from wherever they were. 

“Now with platforms that communicate with one another, reps were able to balance their day-to-day duties to ensure they focused on the right targets resulting in operational efficiency.” 

 Analytics and Improvements

The company lacked the data they needed to accurately forecast product needs – this impeded their ability to provide leadership with an accurate future financial view of sales. By implementing Tableau, the company is now able to upload raw data into the system and have Einstein work its magic to provide a forward looking forecast for financial analytics. This once manual task, taking 25-hours, now takes one-hour!

 Before partnering with Salesforce and AdVic, the company was never able to conduct a true market analysis of 180,000 convenience stores they were looking to potentially partner with in an “affordable and scalable way,” the company rep remarks.  

Now that the company utilizes business data from Maps, they are able to do so. The rep explained, “We set up a proximity around existing customers, then populate the U.S. business data outside of those proximity but inside territory.” 

The company is also now able to quantify available leads that can be targeted. They have recently conducted analysis of the entire market share, which is something their company has not been able to do in 25 years. 

With Salesforce and AdVic, this company transformed its selling process, marketing, and operations. Now empowered more than ever before, AdVic equipped them with their very own platform. Tailored to their unique needs, Sales Cloud, Pardot, Tableau, and Salesforce Maps are accessible from their mobile platform, allowing for increased productivity and efficiency. Sales reps can now conduct prospecting and sell calls from their mobile devices, along with managing deals. 

Is your company in need of similar solutions as this company’s? Don’t put them off anymore! Fill out the quick form below, or click here, and an AdVic consultant will be right with you! 

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The Three-Prong Challenge

The first AdVic challenge centered around this healthcare organization’s sales team’s lack of access to 360-degree, up-to-date data as they visited clinics nationwide.  This was causing them to lose market share.

The company also needed an effective sales tool to attract and engage new hires to combat its high employee attrition rate.

And lastly, management needed to automate processes and increase visibility into key referral KPI’s. Their goal was to decrease manual intervention and make smarter decisions.

Steps to Resolution

AdVic’s resolution was the implementation and integration of Salesforce Health Cloud and Maps with the Client’s back-office system. It was complemented by these carefully-crafted additional steps:

• Integration of clinical data with the Client’s patient and physician referral data – based on HIPPA guidelines. This provided needed visibility for sales reps to combat lost market share.

• Connected physician data through Person Accounts to Clinic Accounts and corresponding patient data. The exposure of referral KPI’s, based on patient-physician relationships linked to the Clinic Accounts, provided management with desired data insights in dashboards to drive performance and business decisions.
• Created data layers for clinics within Salesforce Maps to give the sales team productive meeting schedules and easy access to top data points that accelerated productivity.

As we did with this client, Ad Victoriam’s experienced multi-cloud Consulting Team is ready to apply their knowledge and passion to help you drive your sales initiatives and recapture your market share. Let’s connect today!

Related Articles
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5 Reasons Your Team Needs Salesforce Maps

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The Big Five

So if an all-encompassing data visualization, routing and scheduling, and optimized lead generation system is collectively missing from your sales process, here are five reasons that make Salesforce Maps integration – which Ad Victoriam is accredited for – a no-brainer for your team’s success.

1. Map-Based Visualization

Better understand hard-to-find data on a map-based interface and make location-driven decisions that drive productivity. Also, uncover new opportunities to produce revenue by seeing which accounts are nearby anchor accounts while planning a sales route.

2. Optimized Routing

When you have the ability to optimize routing, you can build and launch routes that cut down on windshield time, cross-town driving, and lower mileage or gas costs. In addition, you will ensure timely arrival to high-value prospects and customers, thus building robust pipelines using accurate prospect data and territory visualization.

3. Prioritized Scheduling

A seven-day schedule can be optimized with visits prioritized based on Einstein or Pardot scores, or potential revenue to spend the most time with the most valuable customers and prospects. From there, easily view the schedule via exchange-based calendars on mobile or desktop.

4. Lead Generation

With a Salesforce Maps integration, you have the ability to access necessary data to turbocharge your prospecting efforts and marketing campaigns. You also have the ability to fill schedule gaps with nearby opportunities and more.

5. Mobile Compatibility

While on the road, you can easily automate the admin processes, like check-in and check-out, via a mobile device. Additionally, your team can utilize voice command turn-by-turn directions and turn on real-time traffic alerts to safely maintain productivity.

Is extending the power of your sales and service professionals your challenge? Ad Victoriam’s certified consultants can integrate a Salesforce Maps intelligence solution for you starting today! Just click here and we’ll connect with you quickly!

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