1. Understanding the Healthcare Industry

• Comprehensive overview of the healthcare and pharmaceutical ecosystem

• Market structure, channel dynamics, and key stakeholders

2. The SFE Function

• Importance of SFE as a strategic function in modern organizations

• How SFE bridges business strategy, execution, and measurement

3. Field Force Structure & Responsibilities

• Hierarchies, team roles, and coordination models

• Responsibilities and KPIs across sales hierarchies

4. Core Functional & Analytical Areas

• Primary and Secondary Sales – Understanding flow, reporting, and reconciliation

• CRM Systems – Leveraging CRM tools for effective customer management

• Customer Profiling – Capturing behavioral and demographic insights

• Customer Segmentation & Targeting – Prioritizing customers for optimal impact

• Resource Optimization – Efficient allocation of field resources across geographies

• Territory Alignment – Designing balanced territories with equal opportunity and access

5. Performance Planning & Measurement

• Sales Target Setting – Data-driven goal formulation

• Incentive Plan Design – Creating fair and motivating reward structures

• Call Planning – Designing effective and productive call cycles

• Key Account Planning – Managing high-value customers strategically

• Incentive Computation & Automation – Streamlining incentive processes with accuracy

6. Analytics & Forecasting

• KPI Design & Monitoring – Setting measurable performance indicators

• Business Forecasting – Predicting trends and optimizing decision-making

• Dashboard Development – Integrating multiple data sources using tools like Power BI & Excel

• Sales Analysis & Distribution Analysis – Evaluating performance and market coverage patterns