Pharma Sales Force Optimization | Ana Perez

Your sales are not growing as planned, or you have an ambitious annual sales target which seems difficult to achieve at the current performance?

Focus sales force resources where opportunity lies, at the right time in the right way.

Our process aims to:

1
Identify relevant data

representative of the market.
2
Analyse data to identify

meaningful performance gauges.
3
Integrate key performance data

aligning it to the brand plan.
4
Generate optimal solutions

to maximise commercial value.

Deliverables

Sales force optimal size and structure, aligned with brand strategy.
Target accounts and stakeholders prioritisation based on opportunities.
Most effective sales activities and channels of communication.

"Exceptional optimisation work, extremely useful for the brand team. We are looking forward to have Ana helping us with other therapy areas."

- Sales & Marketing Director
Alliance Partner Pharma Co.

Case Example

Situation:

Co-promoted a product within a crowded market and with minimal clinical differentiators.

What we did

Identified accounts with opportunities to increase sales.
Set a new sales team structure based on target accounts and key stakeholders.
Set optimal sales activities and channels to maximise opportunities.

Results

90% growth of target accounts within the first three months of implementation.
Achieved an ambitious sales target at year-end.