Quick Quiz:
How many of the following hold true for your company? [ Be honest! ]
- Do your business plans truly coordinate the actions of more than one person?
- Do they involve sales, marketing, and medical information?
- Do the plans link back to SFA/ CRM and analytics and reporting tools so plan performance can be measured?
- Can information systems capture all the actions that are in the plans?
- Are the plans systematically tracked?
- Is success routinely measured and actions taken based on the results?
- Is the planning process continuous? Or is it a periodic, or even an annual task?
Few companies could say yes to all of these questions.
- Yet business growth in today’s environment depends on your company’s ability to effectively coordinate and maximize all your customer touch points.
We are all familiar with the business
planning cycle:
But how effectively is it put into action?
Key Account planning is a necessity for today’s business model.
One of the biggest challenges pharmaceutical companies face today is directing sales resources to unlock the potential of their highest-value customers, without waste, and with coordinated follow-through. Unless you have systems that coordinate the activities of many people who interface with your customers, you potentially have a big problem.
KAPPA enables the business and account plans to be developed by a team, and shared across that team, as well as a wider audience — all within the same system. Your plans become a living process which is easily tracked, measured and updated. KAPPA captures soft as well as hard information, working with your existing information systems and fully integrating with CSL's other applications.
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