Cpq   Information Sheet 2009
Cpq   Information Sheet 2009

Cpq Information Sheet 2009

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Text of Cpq Information Sheet 2009

  • Our CPQ (Call Performance Quality) programmes are designed to measure and develop the selling skills of every sales professional utilising real customers, professional assessors and/or trained actors. Offering a truly flexible service we work in a fully consultative manner with our clients in order to completely understand their objectives. This allows us to build bespoke solutions that meet their specific needs and challenges.

    In CPQ 4Sight has and continues to advance methodology and software to enable companies to assess and enhance the performance and effectiveness of the sales professional within a sales call. The CPQ software allows the production of immediate, high quality real-time reports, which feed directly into training support sessions that take place at different stages during a CPQ event. These interim reports facilitate immediate training interventions that can be measured and monitored throughout the remainder of the programme and beyond.

    Through the provision of detailed analyses and benchmarking reports our CPQ programmes are able to highlight specific strengths and areas for development across every element of a sales process/model as well as draw comparisons against the industry and previous events. Our comprehensive outputs can feed directly into individual training and development plans ensuring ongoing interventions are tailored specifically for each representative. Based on CPQ results, we provide ongoing consultative services as required and can recommend training solutions utilising our partners and e-learning capabilities.

    4Sight SDS has the capabilities, resources and experience to deliver CPQ programmes internationally. Facilitated in local language with local healthcare professionals, events can be tailored to suit specific country requirements whilst ensuring client objectives are consistently achieved.

    Small improvements within a sales process can significantly increase the sales of a brand. Sales teams

    often account for one of the largest forms of expenditure within an organisation and it is therefore

    imperative that a healthy return on this investment is consistently achieved. 4Sight SDS, a division of

    4Sight RSD Ltd, specialises in the rapid development of sales professionals through the provision of tailor

    made solutions to develop and enhance sales team excellence the ability to sell more effectively.

    We PROvIDe The SOLuTIOnS TO DeveLOP

    anD enhanCe SaLeS Team exCeLLenCe

    4SIGhT RSD LImITeD, venTuRe hOuSe,

    aRLInGTOn SQuaRe, DOWnShIRe WaY,

    BRaCKneLL, BeRKShIRe, RG12 1Wa

    Tel: +44 (0) 1344 742854

    Fax: +44 (0) 1173 376700

    www.4sightrsd.com

  • 1: Introduction and Rapport

    9: Summary of discussion

    2: Discuss purpose of call

    10: Gaining commitment

    3: Uncover WHAT you Rx for patient type

    11: Reason to see again

    4: Uncover WHY you Rx products

    12: Positive impact to Rx

    5: Establish reasons not to Rx Abilify

    13: Knowledge of own clinical data

    6: Overcome objections

    14: Knowledge of competitor data

    7: Match Features and Benefits to Needs

    15: Power

    8: Use of materials

    16: Physical health17: Patient experience

    RSD 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17

    Call 1 59 60 60 80 80 80 40 40 60 4040 40 60 60 80 60 60

    Call 2 59 40 60 60 60 80 60 80 60 40 40 40 60 60 60 80 60 60

    Call 3 87 100 100 80 80 80 80 80 100 100 100 100 80 100 80 80 80 60

    Delegate 68 67 73 73 73 80 60 67 73 60 70 60 60 73 67 80 67 60

    Event 71 76 75 74 71 69 69 72 73 68 70 69 71 72 67 72 69 66

    Sequential CPQ Analysis (Main product only)

    CPQ PERFORMANCE REPORT EXAMPLEREPRESENTATIVES NAMEDATE

    CPQ Chart (Main product only)

    0

    20

    40

    60

    80

    100

    RSD 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17

    0

    20

    40

    60

    80

    100 RSD

    1

    2

    3

    4

    5

    6

    7

    8 9

    10

    11

    12

    13

    14

    15

    16

    17

    Call 1 Call 2

    Call 3

    Example RepEvent Average

    CLIenT TeSTImOnIaL maRTIn veSTY, naTIOnaL SaLeS manaGeR, BaYeR SCheRInG PhaRma

    Working with 4Sight has been of high value for us this year. We are seeing

    the benefit of the CPQ events that have taken place and are now planning

    more specific events.

    The planning of events was more cohesive than previous similar events

    and the 4Sight team played a key part in planning from concept to detailed

    delivery. This led to a highly tailored event plan for implementation with

    the outputs aligned precisely to our own models.

    The process on the day of the events ran smoothly and the feedback

    from our sales team and participating customers was positive.

    4SIGhT RSD LImITeD, venTuRe hOuSe,

    aRLInGTOn SQuaRe, DOWnShIRe WaY,

    BRaCKneLL, BeRKShIRe, RG12 1Wa

    Tel: +44 (0) 1344 742854

    Fax: +44 (0) 1173 376700

    www.4sightrsd.com