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Case Studies    Sales Strategy - Sales Force Sizing

Top 20 pharmaceutical firm
Major primary care product facing patent expiration
Limited primary care pipeline
Management strategy: grow primary care sales force size through in-licensing

Analyzed primary care sales team sizing
Expiring product could not support continued promotion except under most optimistic scenarios
In-licensing unlikely to provide margin necessary to profitably sustain current team sizes

Analyzed specialty care sales teams
Highly profitable

Downsize retail teams
Decline unprofitable co-promotion opportunities
Establish two new specialty teams to increase frequency on key customers

Profits increased 20% with a 10% reduction in sales force investment according to client estimates

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