Case Studies    Sales Effectiveness - Europe

Top 20 pharmaceutical firm
Declining market share for blockbuster product
Ongoing new product launches
Management belief: reps allocating too much effort to new products at the expense of the blockbuster product

Identified many opportunities to improve sales performance without additional investment
Establish standard criteria for creating customer target lists
Establish effective reach and frequency goals by target class
Eliminate metrics such as calls per day that drive unprofitable behavior

Developed metrics to track and manage productive behaviors
Developed detailed action plans and continuous improvement process

Blockbuster market share stabilized
New product sales significantly exceeded client’s expectations
© 1996 - 2011 RM Consulting International
site map