Case Studies    Sales Effectiveness - Global

Top 20 pharmaceutical firm
Retail portfolio comprised of many niche products
Recent sales investment in regional market
Regional management had no method of objectively assessing sales force effectiveness, believed effectiveness was poor

Developed custom sales force effectiveness evaluation and improvement process

Identified many opportunities to improve sales results, initial focus on “quick hits”
No standardized profiling and targeting criteria or process
No collection, validation, and dissemination of best practices
Management metrics focused on sub-optimal selling activities, e.g. calls per day
Many reps sacrificed frequency on key customers for reach on low value customers

Developed recommendations, implementation plan, and metrics to track effective selling behaviors

Market share for key products increased
New product launch exceeded expectations
Process replicated in all regions worldwide
Client identified benefits exceeding $150 million
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