Javelin Call Planning

Javelin™ Call Plan Designer helps you create optimized call plans that engage sales representatives and increase sales.

Design a Customer Coverage Strategy that Reflects the Needs of your Different Business Groups

It’s inevitable—everyone wants something different from the call plan:

  • The VP of Sales wants to make sure the company achieves the sales forecast
  • Marketing wants key messages to be delivered to all the top customers
  • Sales leadership wants workload to be balanced across the teams
  • Sales representatives want to keep their relationships with their best accounts

Call Plan Designer helps you make intelligent trade-offs between all of these conflicting goals. You can set up business rules—in plain language—that describe everyone’s goals. Then Call Plan Designer will create a plan that helps achieve these goals while resolving conflicts in a fair and transparent way.

Call Plan Designer produces plans for implementing your national business rules and corporate objectives, while giving each sales representative a call plan that is tailored to local conditions and the specific needs of their customers.

Increase Sales Rep Buy-In by Incorporating Local Realities

If call plans are so valuable, why don’t sales representatives follow them in the first place?

  • The plan is not credible—it doesn’t reflect the important elements that sales representatives face day-to-day, such as existing customer relationships, customers that are part of group practices, difficult to access accounts, or travel requirements.
  • The plan is poorly communicated, making it difficult to implement.
  • Time after time, the plan produces call assignments that the sales reps find impractical or unproductive.

Call Plan Designer enables you to incorporate rep-level needs directly into the call plan. This makes the call plan more collaborative, and it also enables everyone’s voice to be heard—an important factor in creating a plan that sales representatives can trust.

Since even good call plans fail if they are poorly communicated, Call Plan Designer produces reports that help answer the questions sales representatives may have about their call plan. Far more than just a list of calls, the reports can include customer segments, key messages, and information about the other sales representatives who cover each account.

Use Insights from Sales Representatives to Make Smarter Call Plans Over Time

Sales representatives have a wealth of valuable information about your customers: who is easy or hard to see; or which representative has the best relationship with an account. With each release of a call plan, sales representatives can provide feedback that can make the next call plan even better. Using Call Plan Manager to gather information from individual sales representatives, you can incorporate their insights directly into the call plan.

Create and Evaluate Optimized Call Plans

To help you compare different scenarios and choose the right customer coverage strategy, Call Plan Designer provides a full suite of powerful diagnostic tools. The diagnostics summarize the trade-offs between call plans at any desired level of detail, helping you select the best call plan to achieve your strategic goals.

In addition, Call Plan Designer includes powerful geographic analysis tools. These interactive maps help you understand geographic trends, identify problem territories, and help distribute opportunity and workload fairly throughout the sales force.