August 17, 2011

Sales Operations Execs Encouraged to Find Their "Efficient Frontier"

Budget planning for Sales Operations in today's economic climate often means supporting an increasingly complex commercial environment with no additional resources. Although the search for operational efficiencies can be challenging, it can also offer the leadership a strategic opportunity to actually strengthen operations and demonstrate value to the business. This is the conclusion reached by James Castello and Jeff Wojcik in their new White Paper, "When Budgets Loom: Five Steps to Finding Your Sales Operations 'Efficient Frontier.'" Castello and Wojcik head the Sales Operations Practice at TGaS® Advisors, a benchmarking and advisory services firm and division of KnowledgePoint360.

The authors cited a growing trend among best-in-class companies to implement operational efficiency initiatives that lead to strategic, informed decision-making. This is particularly important in times of change, such as the current transition to new commercial models and team selling.

TGaS Advisors has developed a five-step process to help Sales Operations leaders find their companies' "efficient frontier." "This is the point where reductions and reallocations help achieve strategic goals at the lowest spend levels," Castello explained. The process is designed to equip Sales Operations leaders with the tools to develop a roadmap that sets out priorities, specific activities and a clear timeline for implementation. "Through this process, Sales Operations can optimize resources, reaching a balance between capabilities delivered and support resources deployed."

For example, working through the five steps with TGaS Advisors, one company improved its incentive compensation (IC) process, delivering both earlier and better results to stakeholders and reducing internal IC headcount by 15%. Another uncovered a reporting outsourcing opportunity that reduced reporting spend by 22%, and a third developed a new data governance strategy that reduced data spend by 13%.

The TGaS Advisors 2011 Commercial Landscape Benchmark found that improving efficiency and profitability is a key driver for the pharmaceutical industry. "Heads of Sales Operations have an opportunity to lead by directing their skills and experience to help achieve these goals and, in the process, demonstrating their capabilities as valued business partners," said Castello.

About TGaS® Advisors

Ranked in the top 100 among U.S. Business Products & Services companies by the Inc. 5000, TGaS Advisors is the leading benchmarking and advisory services firm serving pharmaceutical commercial operations organizations. The TGaS Advisors roster includes the top 10 and the majority of the top 50 pharmaceutical companies with operations in the U.S. market. The firm provides the only comprehensive series of benchmarking solutions and advisory services for objectively improving the strategy and effectiveness of pharmaceutical operations organizations. TGaS Advisors, based in East Norriton, Penn., is an operating division of KnowledgePoint360 Group, a global leader in communications and information services to healthcare professionals.

About KnowledgePoint360

KnowledgePoint360 provides a broad range of medical communications services from offices in the U.S., the U.K., and Germany, including medical education, publication support, live educational meetings ranging from international congresses to dinner meetings, scientific content development, exhibit design, digital solutions, training, workflow and compliance solutions to support speaker programs, benchmark-based advisory services, and strategic consulting.

KnowledgePoint360 businesses include ACUMED, BlueMomentum, Clinical Bridges, CodonMedical, eMedFusion, FireKite, Gardiner-Caldwell Communications, GeoMed, Interphase, Medex-Media, Physicians World, Physicians World Europe, Physicians World Speakers Bureau, Scientific Connexions, StemScientific, and TGaS Advisors. Headquarters are in Secaucus, N.J., with additional offices in Macclesfield, Maidenhead, Tytherington and London, U.K.; Newtown and East Norriton, Penn., New York, Chicago, and San Bruno, Calif.; and Mannheim, Germany. For more information, visit