Access Generation for Field Reps Increases HCP Engagement​

Case Study (US)

The Challenge​

Due to the pandemic, field representatives saw their access to targeted HCPs drop significantly.  As a result, sales fell below goal 12 months post launch.​

Client needed a vendor to increase access for the field team by scheduling in-person and virtual meetings for the field reps.​

Our Solution​

Worked with the client to analyze their target list and prioritize 12k HCPs that had little or no call activity​.

Designed a team of 9 Access Generation Reps (AGRs).  Each aligned with the appropriate field team region/territory​.

Assisted client to design an innovative process to schedule appointments within the CRM to streamline communication and tracking of KPIs​.

The Results

Within the first 4 months the AGR team had scheduled 818 appointments for their field counterparts.

667 “warm leads” have been generated and office information has been updated and scrubbed (phone number, address, HCP locations, key influencers).

As a result of the initial success, the client extended the contract term and added additional responsibilities to the AGR team including survey questions to gain key insights for the client.​​

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