Case study
A sales force, its managers and its forecast, on one platform.
With Tales Consulting, we are building the platform on which a leading pharmaceutical manufacturer’s sales representatives, their managers and its leadership will work: visits, orders, approvals and forecasts. The client is confidential, so we show this work in a demo on request.
- Client
- A leading pharmaceutical manufacturer
- Delivered with
- Tales Consulting
- Sector
- Pharmaceuticals
- Country
- Nigeria
- Stage
- In build
What they needed
The manufacturer’s representatives visit customers and health facilities across the country. Their managers needed to see those visits as they happen, approve plans and discounts quickly, and measure coverage against targets.
Leadership needed a national sales forecast built from field and order data, and financial models it can test before deciding. And everything had to work without a signal, because representatives spend their day on the road.
What we built
Five areas, one for each kind of person who uses the platform.
-
The representative
- A weekly plan, approved by the manager
- Check-in at the customer by GPS
- A visit record, by voice or by hand
- A daily call report drafted from the day’s visits
- Work without a signal, synced on reconnection
-
Managers
- Coverage and compliance by team
- Targets and coaching notes
- Approvals, delegated when away
-
Products and marketing
- Product directives, with acknowledgement
- Approved detailing materials
- Promotion requests and campaign results
-
Orders
- Orders taken during the visit
- Discounts above a ceiling sent to the manager
- Customer invoices and statements from the company’s ERP
-
Leadership
- Dashboards at every level
- A 12-month national sales forecast
- Financial models, shown in a demo on request
What holds it together
Each person sees only their own territory and team, and the database itself enforces it.
How it runs day to day
A representative’s day, as the platform is designed to run it
- The representative opens the app with the account they already use at work. There is no new password.
- The week’s plan, approved by the manager, is already on the phone.
- At each customer, the representative checks in by GPS and records the visit, with or without a signal.
- An order taken during the visit goes to the company’s ERP. A discount above the ceiling waits for the manager.
- In the evening the call report is already drafted. The representative reviews it and sends it.
What changes
-
Visits that can be relied on
A visit is logged where it happens, with a GPS check-in, so managers can act on it.
-
Nothing lost offline
Work done without a signal syncs when the phone reconnects, and any conflict goes to an administrator instead of being lost.
-
The client’s own platform
It runs in the manufacturer’s own cloud account, its people sign in with their work accounts, and its IT team can remove our access at any time.
Our role
-
See
With Tales Consulting, we mapped the organisation, its reporting lines and a representative’s real day.
-
Design
The client approved a prototype of every screen before the production platform was built.
-
Build
We are building it in five milestones, each tested by the client’s own team, with pilots on real territories.
-
Hold
At go-live the client chooses who runs it: its own team, Tales Consulting, or both. The system, the code and the data are already the client’s.
Related work
-
MyCity App
The ERP its own team runs on: hiring, attendance, performance, payroll, partnerships and spending.
-
An FMCG distributor in Cameroon
The distributor’s ERP, rebuilt while it stayed live: orders, deliveries, returnable containers, fleet, payroll and OHADA accounts.
Start with one area of your organisation.
The free audit and demo takes about an hour. We look at how one area runs today and show you what a system like these would change.