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SP&A Mainstage 2017

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Transcript of SP&A Mainstage 2017

SP&A Review
Customer Insights
Provide customer insights to sales team, that aims to increase sales effectiveness & productivity .


-Natrelle Gel Rewards Program Report
- Account Profile
- Benchmarking
-APP Top 600
- APP Growth Kicker Trending Report

Product Launches
Support the launch of new products and line extensions by providing analytics to marketing and Sales.

*Kybella Launch Metrics/ Customer Pyramid
*Volbella Nomination Process
Customer Behavior
Support training, product brand managers and Strategic marketing in measuring ROI of programs and initiatives.

*2016 Marketing Promotions (20+)


2017
*Post Ops Advisory Board

*FTM Collaboration

* Sales Insights Survey
January
February
Jan 30
SP&A Insights Survey
Release to BDM, Inside Sales, and SKM Teams
Feb 10
Close Survey to Field
Feb 20
Share Results with Management & AD Board
April
May
Call
Logging
New
Sampling!
Onboarding Materials
LMS Modules
Successful 1H 2017!
Sales Insights
Separate elements

Field Efficiency
Collaboration
Create tools and processes to reduce time consuming initiative or tasks

- New Call logging features

Partering with the field teams to understand the management of Medical Aesthetics through the lense of a salesperson.

- Post Ops Advisory Board

- Partership with our FTM Team

-2017 Survey



Building a foundation for success. Invest in making our people, tools, and processes better .

* Sales Performance Tracking, Contest, Enhancements to Ignite

*Automation process for account alignment management

*Created change request process for geography and customer alignments
Face Directory
Phase 1
Account
Profile!
Account Hand off
Targeting
Redesign
March

CORE
2,080
698,880
Collaboration
FTM Partnership
Post Ops AD Board
Sales Insights
Survey
Summer
2017
Co Travel
Redesign
Ordering Form
Phase 2
SP&A Summer
Sessions

TIME ALLOCATION



Non Revenue Activities
is 30% of Workweek
Engage
Ignite
APP
Reports
BD
RA
Tools Used for Call Planning
“Call planning is difficult because the information that I need isn't not easily available and I have manually add year over year units purchased, etc”
- Facial BDM
“I think there is a lot more to offer in ENGAGE but
I do not have the time to try and learn about it.”
- Facial BDM
“So much capability in Ignite, but not enough time to play and learn.”
- Skinmedica Rep
“Retention analysis hasn’t been updated in months.”
- Facial BDM
Key Takeaways
>> On average, 34% of time is spent preparing for customer interactions
>> 38% of time reps time is spent doing administrative tasks (Allergan One Set up, BD)
# Platforms
BDM
SKM
SSR
ISR
Key Takeaways
>> On average spend 30-50 mins preparing for each customer interaction
>> In preparing for business planning meetings, reps primarily use Engage but switch between 3-5 platforms
>> Reps frequently pointed to having too many tools and not what they needed
"I still find myself having to access numerous reports to find the most accurate data when preparing for Business planning meetings"
-Facial BDM
Need for Streamlined Tools
2017 Strategic Focus
- 360 View of Customers
- Focus on On-going Training
- Provide Greater Onboarding Resources
>> BDMs spend 16hrs a week on
non revenue generating activities
I make every effort to prioritize my time ... Recently, with the product portfolio, the abundance of promotions, initiatives, web ex trainings, meetings, etc. It is becoming increasingly difficult to keep up with every facet of the job and not work at night and on weekends.

- Facial BDM
Account Support assisting with BD Analytics, Allergan Direct, or Allergan One
Travel
Events
Expense Reports , Calling Logging
Internal Admin
External Admin Work
Call Planning
Business Planning
STREAMLINE
FIELD EFFICIENCY
SIMPLIFY
THANK YOU

Mona Sousou
Bri Shriver
Kevin Alexander
Tony Berroteran
Mike Keene
Kris Esteb
Ruben Rios

Elizabeth Beck
Lainie Driscoll
Christy Robinson
Megann Henzel
Jeff Smith
Melany Constantino
Heather Peffley
Full transcript