Do you know what your retention rate is? (i.e., How many doctor visits does it take to produce a new referral? How many presentations turn into referrals, etc.)

Do you know how long your sales cycle is? (Is it getting longer or shorter?)

Are you able to accurately forecast success based on inputs? (I mean real numbers, not your reps best guesses.)

Do you know which reps need help? (Are they getting stuck somewhere in the sales process, do they need help presenting, following-up, etc.?)

Do you know which efforts create the greatest return? (Not just the greatest number of referrals, but the greatest overall profit, etc.)

If you don't have a handle on the above, you may be in trouble…

MarketWare is a Physician Relationship Management tool that can help you manage the entire process of working with new doctors, assisting your people in retaining existing doctors, doing follow-up, etc., from initial contact and follow-up, to generating call reports, and so on.

This tool will also help you determine what your success rates are at each step in the process, i.e., How many new doctors qualify, how many qualified doctors are given presentations, how many presentations lead to additional referrals, etc. With this information you can make better, more informed decisions about how many inputs are required, (Physician Meetings, Advertising, Direct Mail, etc.) to reach your goals, and where the bottlenecks exist.

Take a look at the following demonstration of MarketWare's Process Management tool, and see for yourself how MarketWare can help you get the consistent results you are looking to achieve.