Explains Favo Health director, Anton Esterhuyse: "We work by the old adage that if you can measure it you can manage it. Our company outsources trained sales representatives to pharmaceutical companies and through the software provided by Tracer CQM, we are able to manage these representatives in the field. There is also a bonus for our clients in that the software offers us the ability to super target our clients and assist them with their sales and marketing strategy through the feedback and data we receive from Tracer CQM's hand-held technology."
Favo Health employs trained pharmaceutical sales staff that it then hires out to the large pharmaceutical industrial giants when they need extra head-count. "For example, if a company is launching a new product and needs more feet on the ground, we would be able to provide this staff on a short, contractual basis. The contractual staff is managed by us through the use of the Tracer CQM technology and we can provide intelligent feedback to the pharmaceutical companies on sales and performance issues.
"With Tracer CQM we are able to monitor data from our representatives on a daily basis. This means that we know our customers inside and out. We are able to monitor sales results and make quality calls. Traditional paper-based tracking systems can take up to 45 days to come up with relevant data. With Tracer CQM, we can access this information in real time. This means that we can be proactive rather than reactive. We can adjust our strategy immediately if need be. This gives our customers comfort in that we understand what they want to achieve."
Tracer CQM also allows Favo Health the ability to monitor its representatives' activities.
"If sales are not there then we can address this. Does the representative need more sales training or should the number of calls be increased?
"The software really helps the representatives and makes them happy and happy representatives are successful representatives."
Comments Cobus van Graan, managing director of Tracer CQM: "Tracer CQM is a complete sales solution that guides sales people and their managers in measuring the process that leads to sales."
"This software has been customized to meet Favo Health's specific needs, based on world best practices of selling," says van Graan. "Tracer CQM allows Favo Health access to the new science of sales force productivity boosting company sales and productivity," concludes van Graan.
