Case Studies    Building Capabilities - Sales Effectiveness

Top 20 pharmaceutical firm
Recent major investment in a regional sales force
Could not objectively assess or track sales force performance

Created objective sales force evaluation process
Developed continuous improvement and tracking process
Conducted workshops to implement processes throughout the region
Trained 50 new hires in 50 affiliates to support evaluation, improvement, and tracking processes worldwide

Client estimated benefit in excess of $200 million
Process exported to all international markets
Based on worldwide success, the client is implementing the sales force effectiveness processes throughout its U.S. operations

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