Planning not to fail. Managers create guidelines for their Sales Reps. Plan who, when and how to visit. A marketing plan consists from guidelines and sales/marketing goals for a defined timeline. You can plan and define what kind of institutions must be visit by which sales reps, plan visits by the priority of the target and importance or some other criteria. The criteria range of some marketing plan is wide, so you can define how many visits on average you must have or maybe a total number of congresses in some period.
You can also create individual marketing plans for a single sales rep or a group of sales reps. After the communication with the central database the sales rep will get his own marketing plan with defined goals.
For making good marketing plan, very useful is availability of contact history, data about territory potential, information about structure of the physicians and sales data. Once defined, marketing plan can be transferred to sales reps, which can implement visit plan based on marketing plan strategy.
Also filter any old or realized marketing plan from the history.
