RM Consulting International helps pharmaceutical companies maximize return on their sales force investment. Since 1996, we have combined sophisticated analysis with industry experience to optimize sales force strategy and maximize sales force effectiveness in the U.S. and more than 50 countries worldwide. Typical projects result in 5% - 20% increases in sales or profits. RMCI also helps build internal capabilities within client organizations. We have a track record of providing the tools and training to raise the performance and abilities of key sales managers. We invite you to explore our web site to learn more about how RMCI can help you improve sales and profitability.

Making the Transition from Sales Effectiveness Project to Process:  Eyeforpharma Briefing

The September 21st issue of the Eyeforpharma Briefing featured an RMCI article on institutionalizing sales force effectiveness efforts.  In a recent RMCI survey, more than 90% of senior managers indicated that less than half of their sales forces' calls were effective.  Yet many remain uncertain as to how best to implement effective solutions.  Click here to read about a practical framework for increasing sales by improving sales force effectiveness.

Improving and Sustaining Sales Force Effectiveness:  European Pharmaceutical Executive article

The July/August issue of European Pharmaceutical Executive features an RMCI article on improving sales force effectiveness.  For sales managers facing a mandate to more with less, this article offers an overview of major barriers to sales effectiveness and a robust process for making sustainable improvements in sales productivity.  Click here to read the article in pdf format.

RMCI Presents to the Eyeforpharma Sales Effectiveness Conference USA 2004

On June 11th RMCI presented "Diagnosing and Improving Sales Effectiveness for Sustained Results" to the Sales Effectiveness Conference USA in Philadelphia.   The conference brought together senior level pharmaceutical and biotech sales executives with a focus on how to implement the latest targeting, sizing, and performance measurement strategies to increase sales results.   You may request a copy of the presentation outlined below by clicking here:

Critical success factors for improving sales effectiveness

•  High-level sponsorship

•  Cross-functional cooperation to identify best practices and key improvement opportunities

•  Detailed action planning to leverage organizational strengths and address weaknesses

•  Willingness and ability to break through cultural inertia to implement effective change

Common sales effectiveness gaps

•  Poor call execution including pre-call planning and reporting

•  Limited buy-in to or poor execution of the profiling and targeting processes

•  Limited or inadequate district manager coaching

•  Limited focus on frequency attainment

•  Organization structure or metrics that inhibit sales effectiveness

Practical tools and techniques to drive positive change