MindMap Gallery Insight into sales growth opportunities through data analytics
This is a mind map about insight into sales growth opportunities through data analysis. The main contents include: market data analysis (process analysis), looking at the global situation, looking at others, looking at yourself, market data analysis (result analysis), data analysis categories, Where does the analyzed data come from? Typical application scenarios for data analysis.
Edited at 2025-01-13 00:41:29Rumi: 10 dimensions of spiritual awakening. When you stop looking for yourself, you will find the entire universe because what you are looking for is also looking for you. Anything you do persevere every day can open a door to the depths of your spirit. In silence, I slipped into the secret realm, and I enjoyed everything to observe the magic around me, and didn't make any noise. Why do you like to crawl when you are born with wings? The soul has its own ears and can hear things that the mind cannot understand. Seek inward for the answer to everything, everything in the universe is in you. Lovers do not end up meeting somewhere, and there is no parting in this world. A wound is where light enters your heart.
Chronic heart failure is not just a problem of the speed of heart rate! It is caused by the decrease in myocardial contraction and diastolic function, which leads to insufficient cardiac output, which in turn causes congestion in the pulmonary circulation and congestion in the systemic circulation. From causes, inducement to compensation mechanisms, the pathophysiological processes of heart failure are complex and diverse. By controlling edema, reducing the heart's front and afterload, improving cardiac comfort function, and preventing and treating basic causes, we can effectively respond to this challenge. Only by understanding the mechanisms and clinical manifestations of heart failure and mastering prevention and treatment strategies can we better protect heart health.
Ischemia-reperfusion injury is a phenomenon that cellular function and metabolic disorders and structural damage will worsen after organs or tissues restore blood supply. Its main mechanisms include increased free radical generation, calcium overload, and the role of microvascular and leukocytes. The heart and brain are common damaged organs, manifested as changes in myocardial metabolism and ultrastructural changes, decreased cardiac function, etc. Prevention and control measures include removing free radicals, reducing calcium overload, improving metabolism and controlling reperfusion conditions, such as low sodium, low temperature, low pressure, etc. Understanding these mechanisms can help develop effective treatment options and alleviate ischemic injury.
Rumi: 10 dimensions of spiritual awakening. When you stop looking for yourself, you will find the entire universe because what you are looking for is also looking for you. Anything you do persevere every day can open a door to the depths of your spirit. In silence, I slipped into the secret realm, and I enjoyed everything to observe the magic around me, and didn't make any noise. Why do you like to crawl when you are born with wings? The soul has its own ears and can hear things that the mind cannot understand. Seek inward for the answer to everything, everything in the universe is in you. Lovers do not end up meeting somewhere, and there is no parting in this world. A wound is where light enters your heart.
Chronic heart failure is not just a problem of the speed of heart rate! It is caused by the decrease in myocardial contraction and diastolic function, which leads to insufficient cardiac output, which in turn causes congestion in the pulmonary circulation and congestion in the systemic circulation. From causes, inducement to compensation mechanisms, the pathophysiological processes of heart failure are complex and diverse. By controlling edema, reducing the heart's front and afterload, improving cardiac comfort function, and preventing and treating basic causes, we can effectively respond to this challenge. Only by understanding the mechanisms and clinical manifestations of heart failure and mastering prevention and treatment strategies can we better protect heart health.
Ischemia-reperfusion injury is a phenomenon that cellular function and metabolic disorders and structural damage will worsen after organs or tissues restore blood supply. Its main mechanisms include increased free radical generation, calcium overload, and the role of microvascular and leukocytes. The heart and brain are common damaged organs, manifested as changes in myocardial metabolism and ultrastructural changes, decreased cardiac function, etc. Prevention and control measures include removing free radicals, reducing calcium overload, improving metabolism and controlling reperfusion conditions, such as low sodium, low temperature, low pressure, etc. Understanding these mechanisms can help develop effective treatment options and alleviate ischemic injury.
Insight into sales growth opportunities through data analytics
Typical application scenarios of data analysis
Scenario of issuing company task indicators
How much is the appropriate company's annual performance growth? Are there any market opportunities for the product?
As a responsible person, how can we better reach consensus with the company on goals?
As a manager, how to divide indicators to subordinates?
Leaders can sometimes tolerate slightly discounts in performance goals, but they cannot tolerate subordinates not understanding the market.
What do you need to know? (If you don’t understand these, you are incompetent)
1. Is there any growth opportunity in this market?
2. What are the growth opportunities in this market?
3. How do I seize these opportunities?
Where does the analyzed data come from
Internal data
First-line internal sales data
CRM data
How many customers are covered, what visits are done, what activities are done, the form, theme, and money situation
SFE data (tutoring data)
External data
Data content:
How large the market capacity is, how many competitors are there, the market share of the company's products, annual growth, and clinical data in the field of disease treatment
Where does commonly used external data come from?
IMS data
It is a sampling data, sampling 1,000 hospitals with more than 100 beds, and the sample size is enlarged to represent the whole country.
CPA data
It is a real data. 1,000 large hospitals are selected nationwide, provided that the hospitals in charge are on the list.
Data Analysis Category
Quantitative analysis
1. Results data analysis
Sales data, potential, and competition can help us find the problem.
2. Process data analysis
What actions have been done to help achieve the results and can help us find out whether there are problems at the execution level.
Qualitative Analysis (to talk about it next time)
Market data analysis (result analysis)
Three directions of analysis
Look at yourself vertically
Through your own data, seeing where you didn’t do well is the opportunity point in the future.
Look at others horizontally
By comparing with competitors, see if it outperforms the market and discover future opportunities.
See the overall situation
Looking at yourself and your competitors is to analyze the status quo, while looking at the overall situation is to clarify potential.
The logical order of analysis
From total to partial, from surface to point, from coarse to thin.
Overall to key products
Overall - Key Hospitals - Departments - Indications
Overall-area
Overall - Representative
Different dimensions of analysis
Cutting analysis from different angles, different structures, different times, different particle sizes, etc.
Comparison with indicators, achievement rate.
Compared with last year, the year-on-month growth rate is compared with last month.
Grain sizes at different times: MTH, MAT, YTD, QTD
Look at yourself
Purpose: From your own perspective, we can analyze what products have opportunities? Is it good overall? Which products, hospitals, departments, and indications are good or bad?
What should we pay attention to when looking at data?
First look at the trend
Next, look at the turning point
You must be able to explain the reasons for the peaks and troughs: all data must be compared, and ask yourself what happened? Why is there negative growth?
The logic of analysis
First look at the entire product
View by product
Take out the key products
Viewed by key channels (key hospitals/key chains)
We need to analyze whether the main battlefield has been done well?
Whether key products of key terminals have been achieved
How is the key varieties achieved in key departments
Look at others
Purpose: Analyze whether it outperforms its competitors? Is it outperforming the market? To analyze product opportunities.
Projects analyzed: sales, market share, growth rate, market share growth rate, EV value of each competitor
Different levels according to level
Look at the national competition data
Look at the competition data at the city level
Look at the competition data of key terminals
View the data of competitors in the terminal department
See the overall situation
Purpose: Look at the current situation and the overall perspective is the potential.
The logic of analysis
Indications: How big is the plate in a certain indication nationwide.
Calculate the incidence rate and purchasing power.
Hospital potential: hospital level, annual drug purchase amount, turnover, outpatient volume, number of beds, number of patients who are treated in related diseases, patients' economic status, hospital medical insurance status, and the importance of indication departments in hospitals.
Department potential assessment: Patient abortion analysis. Doctor’s quantity, prescription quantity, prescription habits, and competitor prescription status.
Target doctor potential assessment
Under the condition of refined management, it is still not enough to achieve the department. It is necessary to achieve the doctor level, and doctors should be divided into different levels and treated differently.
Calculate the potential of doctors: Calculate how many people are in the outpatient clinic, how many days a week, how many patients are prescribed for.
Reason positioning: Some are unwilling to prescribe, some are not treated enough, some are not dosage enough, and whether the specifications are sufficient.
Market Data Analysis (Process Analysis)
Purpose: Help you understand why this result is.
Tools: 4R principles of process management
Target the correct doctor (generally one representative is 80-120 doctors)
Use the correct frequency
Pass the correct information
It’s not OK to not convey core information and just engage in relationships.
Through professional methods and resources
Different ways of investing will gain different results.
How to find and improve sales opportunities through 4R analysis
Doctors, pay attention to whether the number of doctors is enough and whether it can bring large sales.
The correct frequency of visits is too little, too much waste.
Key customers: once a week
Clients who need to change: 2 times a week
Other customers, visit frequency once 2 weeks or less.
Pass the correct information
How to check if the information is delivered correctly? Foreign companies pass third-party random inspections.
Effective activity level
Perform analysis of the activities done and find the most suitable activity combination.
Speaker management