Keep Your Field Force on Course with TeamNest’s Real-Time Tracker

Background

Even today, some specialized products and services with complex sales cycles are not sold online or over the phone. The Sales workforce needs to meet the prospects face-to-face to demonstrate the product and make in-person presentations. This approach to sales is called Field Sales, and the salesforce is called Field Force.

Generally, Medical Representatives (Med Reps) form a large part of the Field Force in the Pharmaceutical industry. They visit hospitals, large clinics, and doctors to distribute samples of medicines and provide information on their product line, including medical equipment for sales and patient prescriptions.

Pain Points

Like any salesperson, Med Reps also have sales targets and typically visit 12 to 14 locations per day to meet their targets. Managing a vast field force and tracking their numerous field activities and outcomes becomes a significant challenge due to the following reasons -

• Lack of On-Field Visibility: There is practically no visibility for Supervisors to monitor the daily activities of their salesforce, causing difficulty in verifying if the Med Reps visited the assigned locations at the assigned times.
• Lack of Details/Documentation: Undocumented or poorly accounted-for details of discussions, orders, and feedback from each visit.
• Lack of Prospect Clarity: Only the Med Rep’s account of the visit, which may be delayed, tainted or incomplete, may not provide enough clarity on the visit outcome and status to the Supervisor.  

Solution

TeamNest provides an end-to-end solution to make this process foolproof - 

1.      Geotagging for Location Tracking:

• Location Punching (Punch In): On arriving at the visit location, Med Reps must punch in on the TeamNest app, which captures their exact geotagged location.
• Multi-Language Support: The TeamNest app supports multiple languages (English, Hindi, Gujarati, Marathi), making it accessible to a diverse workforce.

2.      Detailed Meeting Documentation:

• Meeting Notes: After each meeting, Med Reps must enter detailed notes about the discussions, including orders placed, feedback received, and other relevant information.
• Punch Out: Once the meeting is over, Med Reps must punch out, recording the end of their visit.

3.      Supervisory Monitoring and Reporting:

• Real-Time Tracking: Supervisors receive real-time updates when Med Reps punch in and out of locations, to facilitate the tracking of on-field activities throughout the day.
• Comprehensive Reports: The system generates detailed reports that include in-time and out-time for each visit along the route, with the notes entered by the Med Reps.

Impact

• Enhanced Field Activity Monitoring: Geotagging provides precise tracking of Med Reps, ensuring they visited all the assigned locations.
• Improved Documentation: Detailed notes and records of each visit created in real-time, allows for better documentation of time spent, orders, discussions, and feedback, improving overall efficiency.
• Better Target Visibility: Better documentation provides more visibility into visit outcomes and meeting status.
• Increased Supervision Efficiency: Real-time updates and comprehensive reports helped Supervisors effectively monitor and manage their teams' work and targets at scale.

This solution effectively addressed the challenges of tracking and monitoring Med Reps in the pharmaceutical industry and led to improved accountability, efficiency, and productivity.