Equipping a Sales Force to Identify Customers
The disclosure generally describes computer-implemented methods, software, and systems for identifying a preferred next best customer for pharmaceutical sales representatives to contact to promote a pharmaceutical product. A customer can be defined as any health care practitioner, health care facility, health care hospital system, or health care plan.
1 . A computer-implemented method comprising:
identifying an opportunity to contact a customer to promote a pharmaceutical product;
accessing customer dynamics data, wherein the customer dynamics data is descriptive in part of the customer prescribing, purchasing, or reimbursement behavior for the pharmaceutical;
accessing geographical location data;
generating a methodologically-produced customer score based on the customer dynamics data and the geographical location data; and
identifying one or more customers to contact based on the customer score.
2 . The computer-implemented method of claim 1 wherein generating a customer score based on the customer dynamics data and the geographical location data comprises generating a customer score based on a weighted average of one or more factors of the customer dynamics data.
3 . The computer-implemented method of claim 1 wherein identifying an opportunity to contact a customer comprises identifying an absence of an appointment in a schedule.
4 . The computer-implemented method of claim 1 wherein generating a customer score based on the customer dynamics data and the geographical location data comprises generating a customer score by weighing a relative importance of the customer dynamics data and the geographical location data.
5 . The computer-implemented method of claim 1 wherein accessing geographical location data comprises accessing the geographical location of one or more customers.
6 . The computer-implemented method of claim 1 wherein generating one or more customers to contact based on the customer score comprises generating a ranked list of scored customers.