Recharging the pharmaceutical sales model

Client Results Story

Opportunity
Rapidly escalating sales force levels yielding lower returns

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Next Approach

Approach
PharmaCo used experimentation to create new sales design

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Next Recommendations

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

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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