How to Increase Your Reps’ Productivity

This is part two of a three-post series about the benefits of CRM-integrated territory alignments for your field force. You can find the first post— Streamline Your Alignment Processes to Increase ROI–here. Field teams spend 17% of their time on administrative and reporting tasks, mostly on manual processes such as territory alignments. Ideally, time spent on these tasks should be 10% or less, so they can focus on customer-facing interactions and opportunities. ¹ A European affiliate of a pharmaceutical company with around 124 employees spends four days per quarter, adjusting their territories with their reps. This time away from opportunities represents nearly €800,000 of potential revenue loss. Allowing reps to provide territory feedback directly on their mobile devices helps them spend less time on administrative activities and focus more on value-add interactions. Area sales managers also get real-time access and precise visibility on territory information. With a CRM-integrated territory alignment solution, this European affiliate can:

• Focus on opportunities, and spend less time on administrative processes
• Improve field force mobility with territory feedback directly on their mobile devices
• Help commercial teams make better data-driven decisions with complete visibility into their territories

For small pharmaceutical companies with only one commercialized product, time is the most critical resource. CRM-integrated territory alignments allow your reps to have more time to do what they were hired for – planning and engaging with HCPs. Read part three of this blog series to learn how to keep up with the dynamic and always-changing sales environment with an agile field force.

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