Recharging the pharmaceutical sales model

Client Results Story

Rapidly escalating sales force levels yielding lower returns


Next Approach

PharmaCo used experimentation to create new sales design


Next Recommendations

The key recommendations include: 
  • Create smaller selling teams focused on fewer physician offices and physicians 
  • Reduce number of PharmaCo reps that see the same doctor 
  • Treat physician offices as accounts rather than just individual doctors 
  • Train reps and district managers in account management skills 
  • Create single point sales manager accountability for products in a given region 
  • Change tracking measures to realign incentive system to new model 

Next Results

PharmaCo's expected results from the new sales model include:
  • 15% improvement in sales rep productivity 
  • 5-8% higher revenues on core products 
  • Stronger physician-rep relationships as measured over time 
  • Greater flexibility to add and remove products and resources
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