Evaluate
What is the purpose of the Evaluate phase?
To gain a comprehensive understanding of your territory and accounts.
What framework is used to create goals?
S.M.A.R.T
Specific, Measurable, Achievable, Relevant, Time-bound
How many main in-service points should you generate to support learning objectives?
An effective education plan should deliver _____?
Results
You're brand new to a territory with several established accounts. How do you begin Evaluate efficiently?
- Meet with IFT to better understand account
- Review CURO dashboard: review territory map, focus levels
What are the 4 components of SWOT analysis?
Strengths, Weaknesses, Opportunities, Threats
Why is it important to share insights with your IFT?
To keep the team aligned, improve future planning, and ensure the account gets the right support and follow-up.
What is the outcome of NOT sharing relevant insights with your IFT?
Lack of alignment across the team and within the account.
Territory size, distance between accounts, academic vs. community, private practices, policies impacting access, existing relationships.
What are the two key components of an account plan?
Goals and tactics
What does C.L.A.S.S. stand for?
Connect, Learn, Adjust, Solidify, Share
Why is it important to examine action plan effectiveness during the Confirm/Calibrate phase?
To ensure progress towards goals and guide necessary adjustments
Explore alternative formats (virtual, short sessions, vendor fairs). Confirm barriers, adjust scheduling to align with workflow
Give an example of a possible "threat" at an account.
High nurse turnover, limited time for education at a site, institutional restrictions for external education
What is the importance of "solidify" in CLASS?
Ask for commitment on next steps (eg, expand educational opportunities within an account, bring in other AbbVie resources)
To address specific customer needs and ensure meaningful engagement.
What are two Evaluate best practices that improve territory efficiency?
Proactively share your calendar, group accounts by geography, schedule efficiently, align with access (days/times), stay flexible to cold call, leverage live & virtual in-services
Give 3 examples of resources where you can find information to help with account planning.
AbbVie team members, ONS Chapters/website, Veeva, LinkedIn, Account stakeholders and account-based research
What is the purpose of understanding your customer needs before developing an inservice?
To ensure education is aligned to HCP needs.
Account planning is a continuous
process. Regularly update your plans and
engage with accounts proactively