At a Glance
Rapidly escalating sales force levels yielding lower returns.
PharmaCo* used experimentation to create new sales design.
The key recommendations include:
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