How Lextech Helped Recover 1.3 Million Hours Per Year For Its Sales Force
AstraZeneca’s US Field Sales team was unhappy with the tools they had to do their jobs, wasting significant time every week navigating complex tools and workflows and manually manipulating data. The individual solutions had worked well when they were first implemented, but business and technology needs had since evolved.
“We have a motivated, top tier sales team. Complex tools and workflows made it difficult for them to make the impact we knew they were capable of.”
Lextech partnered with AZ’s executive, sales, IT and commercial operations leadership to create a common vision for the sales force, then worked directly with field sales managers and representatives to uncover friction in their workflows and identify where time was being spent and wasted.
After identifying the core friction points, Lextech applied a user-focused agile process to rapidly create and test solutions, using time saved for the sales force as the key success metric for every iteration. The simplified experience brought coaching, territory and district management, and call planning together into a consistent view for all sales managers and reps, integrating data from multiple back-end systems so it feels like a single app.
“We have a lot of data, but it’s not telling me a story. There’s so much disjointed stuff; it’s just an overload of data and not focused on what I really need to know.”
AstraZeneca has saved a day a week for sales managers and representatives since the launch of the program. One sales manager described a rep review that used to need 3 hours on the calendar getting done in about 20 minutes using the new apps. Engagement scores have also jumped for teams using the new tools, supporting one of AZ’s key goals of being a great place to work.
“The key to the success of our strategic partnership with AstraZeneca has been to help them focus on ‘$100 million’ problems, problems that matter. The solutions created don’t replace the large investment in platforms such as Veeva, but rather optimize them by providing a streamlined experience that fits the way the field needs to work.”
“This initiative [with Lextech] is the single most important thing we will do to reach our sales goals in the next 3 years.”
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