Sales management information system

Sales management information system in Pharma Industry

1. Sales
Management
Information
System

2. Agenda
Sales Territory Information
System
Case Study
STP, SFC, Daily report, Monthly Report,
Expense Statement.
Stock and sales statement
Relationship between primary and
secondary sales
01
02
03
04

3. Sales
Territory
Information
System
01

4. Sales Territory Information System
●To keep a tract on daily activity,
sales market feedback the
company has develop the
information System
●Thus these formats are very
important links between the field
people and the Head Office (H.O)

The system by which sales data are collected, analyzed,
interpreted and distributed among company sales management
team.

5. Sales Reports and Objective
Mars
To Know whether sales
person is making the
proper number of the
calls

Jupiter
Key performance
indicator

Venus
To record customer’s
queries

Records of call made and product sold during a particular time
frame kept by a salesperson or there management
Help manager to take
corrective actions if there is
deviation from projected
values

6. Case Study
How Automated
Reporting helped Sanofi
create a Single Source of
Truth to Drive Sales

7. Business Challenge
Tedious, time-consuming and fragmented
sales performance evaluation and reporting

●The team manually creates and
distributes monthly reports for managers
at varying hierarchies
●Populate the numbers on Excel
spreadsheets and create tables and
visualizations. Trend and sales growth
figures are analyzed within the
spreadsheets and then migrated to PPT
to create the final report
●Lack of data interpretation caused by
data illiteracy and time constraints
●The creation and sharing of reports is a
manual, decentralized, and inefficient
task

8. 2. Medical
Representatives

1. Report Template
5. Management
3. Admin
Flow
Of
Information
4. Head Office

9. Solution
An automated and integrated system for insight
generation, reporting, and decision making
●To accelerate the generation and sharing of
the sales report among stakeholders.
●It uses a robust reporting framework to
capture relevant KPIs and integrates report
for Primary Sales, Secondary Sales, Market
Share, Field Force Performance, with an
additional section depicting analysis of Key
Brands.
●Includes the tables and visualizations
augmented with dynamic commentary.
●Phrazor provides a centralized solution to
evaluate sales performance for different
divisions and locations.

10. More transparent, efficient, and profitable
MR Reporting Software

11. Manage Field
Sales
Operations

12. Channel
Management

13. Order &
Inventory
Management

14. Claims &
Expense
Management

15. BI &
Analytics

16. Real-Time
Visibility

17. Integrated
platform for
Sales
Operations

18. Impact
●1565 man-hours in monthly efforts saved
on report generation and circulation
●319 integrated sales manager reports
distributed through scheduled emails to
6 divisions & dashboards
●Prescribe final recommendations related
to their areas of focus – brands, territories,
and Medical Representatives. These were
data-driven actionable insights
indicating favorable next steps for the
division to tap into growth opportunities
●Provided better visibility for managers
looking to swiftly evaluate performance
●The manual effort was removed- No Error
and time saving.

19. STP
Daily Report
Monthly Report
SFC
Expense
Statement.

02

20. 25 working days
Headquarters
Lucknow
15 days
Ex-headquarters
Barabanki
Outstation
Ayodhya
10 days
Ex-Outstation
Gosaiganj

21. STANDARD TOUR PROGRAM
Employee Id:- Employee Name:-
Territory Assigned:- Date:-
DOCTORS VISITED
LocationNo. of DoctorNo. of Days

Current
Business
(LAC)
Expected
Business
HQ
150 15 1 1.20
EX-HQ
10 1 0.10 0.12
OUTSTATION
100 10 0.50 0.75
EX OUTSTATION


TOTAL
30

250
3

25
0.15

1.50
0.18

1.95

22. STP- Standard Tour Program


Planning- Improve performance


●provides guidance of number of days
working at different places

●Number of doctors to be met in each station

●Expected business in current year

● Overall picture of the territory

●Annual

●Used to device tour
program -monthly basis

●Further daily plan

FEATURES IMPORTANCE

23. Daily Call Report


Planning- Improve performance


●Monitors Adherence to the schedule

●Systematizes operations

●Aids in Analysis



●Prepared Individually for
each call daily
● Doctor’s Name
● Location/Station
● Type of Doctor
● No. of Product Detailed
● No. of sample given to
doctor for each product
● Gifts given


FEATURES IMPORTANCE

24. DAILY CALL REPORT
Employee Id:- Employee Name:-
Territory Assigned:- Date:-
DOCTORS VISITED
SVL
No.
Doctor’s
Name
SpecializationLocationType of
Doctor
No. of
Product to
be Detailed
Sample Given
Product wise
Remark
Product
1
Product
2
1
2
3
4

25. Monthly Report





●Helps understands whether the preset
targets for sales have been achieved.

●Helps in reviewing the performance of
medical representatives.
●Value of Rx per month

●Prepared at the end of every
month
● Determine the total number of
calls
●Number of chemists visited
●Breakup of doctors based on
potential
●Total number of days on field
●Total sales for that month.
●Leaves taken
FEATURES IMPORTANCE

27. SFC- Standard Fare Chart








●Expected travel expenses in current year


● Decide allowances

●Annually Budgeted

●Used to budget tour
program

●Mode of transport,
distance, fare




FEATURES IMPORTANCE

28. Expense Statement





●Monthly budgeted

●Used to budget tour program

●Sales personnel reimbursed for expenses

●Expense records are required for income tax
purpose

●Helps sales personnel to keep expenses in
line with reported sales

●Details of report vary with plan for
reimbursement

●Details of report vary with plan for
reimbursement

FEATURES

29. EXPENSE SHEET
Employee Id:- Employee Name:-
Territory Assigned:- Date:-
DateWork
place
From ToKm
(One
way)
Mode
of
travel
Daily Allowance Total

30. Project schedule
Mars
Mon Tue Wed Thu Fri
01 02 03 04 05
08 09 10 11 12
15 16 17 18 19
22 23 24 25 26
29 30 31
Mercury

31. Stock and
Sales
Statement
03

32. Stock and Sales Statements
●This statement helps to understand the
monthly stock available at the stockist of the
company.
●It also helps to determine the monthly sales of
the product thus helps to understand product
demand in the market.
●Provides accurate sales forecasts and ensures
consistent supply of the stock.

Stock and sales statement is the monthly statement made by
stockist about the product inventory at the beginning and the
end of the month.

33. Objectives Demand
forecasting can
avoid excess
inventory
Analyse Demand
Measures Output
Indicates effort put
by MR in a given
territory
Determine Sales
Analyse monthly
sales
Objectives

34. Stock and Sales Statement
Name of
product
Opening
Inventory
Receipts/
Purchase
Total
Inventory
Closing
Inventory
Sale Transit
Goods
Shelf LifeRemarks





Name of the party Month

35. Stock and Sales Statement

36. 02
03
04
08
07
06
01
05
Marketwise performance
Collection of payment
and outstanding bill
In hand stock, receipts
and secondary sales
Excess/inadequate inventory
and liquidation plan
Order preparation and
replenishment
Product mix inventory
and performance
Product shelf life
Stock and Sales Statement indicates :
Primary and secondary
sales
Indicates demand
generation
Trace doctors by RX
with RCPA
Retail coverage of stockist/
distribution of stockist
POB execution

37. Stock and Sales Statement
●Stockandsales.com
●In the pharmaceutical distribution business,
stock and sales reports are collected from
stockists
●Company executives collect hard copy of stock
and sales reports directly from the stockists
which is a time consuming process and
interrupts the daily business.
●This website enables the companies to generate
report from the web using stockandsales.com

38. Stock and Sales Statement

39. MargPay:
●India’s first payment platform to make Payment,
Collection & Reconciliation easy.

●major problem for Retailers & Distributors was to
reconcile every payment bill-by-bill.
●This gave birth to an idea of creating a payment
platform where the distributors can easily reconcile
the transactions directly into their bank account in
a single click
● Provides frictionless & hassle-free payments,
collection & reconciliation.

40. MargPay:
Features


Easy and fast billing
E-invoicing
Restricted drugs
management
Free drug information
Reorder management
API integration
Inventory and expiry
management

41. Relationship between
Primary
and
Secondary Sales
04

42. Primary Sales Secondary Sales
Sales from company
Depot/Carry & Forward to
stockist
Sales from stockists to
retailers or doctors or nursing
homes.

43. Pharma
Company
CNF/
CFA
Stockist/
Wholesaler/
Distributor
Pharmacy Patient
Primary Sales Secondary Sales
Invoice

44. 1000-500= 500
Primary Secondary Closing Stock

45. Primary Sales Secondary Sales
●Ensures inventory to meet the
demand
●Payment to the company is made
based on primary sales.
●Mostly targets are fixed on
primary sales.
●Secondary sales are indicator of
prescription demand
●Marketing efforts influence
secondary sales hence measuring
success of marketing activities.
●Indicates and traces specific
market and doctor RX trend.

46. ●Achieving of primary sales
entitles incentive earning and
performance appraisal.
●Breakage /expiry reduced from
primary sales.
●Over a long period primary and
sec sales should tally.
Primary Sales Secondary Sales
●Product mix performance
indicator
●Target achievement is also
linked with secondary sales
and hence incentives.
●Indicates health of the
territory.

48. CREDITS: This presentation template was created by
Slidesgo, including icons by Flaticon, and infographics &
images by Freepik
Thanks!
]