Sales Force Effectiveness
Situation | Offering Benefits
- Faced with increased pressure to improve the bottom line, pharmaceutical sales forces are being reduced. Finding the right balance between size, structure, and optimal customer engagement creates a number of challenges:
- How can performance be sustained in this new operating environment?
- How can size and structure be optimised with fewer resources?
- Can targeting be improved make up for the shortfall in calls?
- How does the role of the first line manager evolve when quality matters more than quantity?
- What are the new KPIs to measure an evolving physician relationship?
- Based on past projects for leading pharmaceutical companies, Executive Insight has developed answers to such questions.
- Our approach is grounded in our basic customer-centric philosophy: start with the customer, understand who they are, what their needs are, how their relationships are changing and then adjust the sales force accordingly.
- Consequently, our typical engagement structure starts with a country-specific assessment of the local healthcare environment and only then do we assess the maturity level of the organisation.
- Beyond the traditional SFE toolset, Executive Insight can provide you with a different approach to energise your sales force and achieve sustained performance.
- We provide you an integrated view of the sales force in the context of its environment as well as the entire commercial organisation (including medical and marketing)
- We are able to you in the definition and implementation of remedial action in terms of organisational structure, competencies and metrics