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Transitioning to Customer Driven Models

Transitioning to Customer Driven Models

Challenge

Large pharma organization desired a radical shift to customer-driven models utilizing the following criteria:
  • Reducing traditional sales representative headcount by 50%,
  • Deploying new account management resources against key influencers including payers, providers, employers, academia, ...

Design & Develop an Account Planning Process

Design & Develop an Account Planning Process

Design & develop an account planning process for a sales team. Then train the field sales team on how to effectively work priority accounts to optimize their impact. Challenge: A Neuroscience Biotech company determined that their sales team was not able to effectively work key accounts, and as a result, ...

A Rare Disease Brand Performance Turnaround

A Rare Disease Brand Performance Turnaround

Redesigning An Incentive Compensation Plan to Attract, Motivate and Retain Sales Personal Introduction Pharmaceutical companies that cater to the Rare Disease market face ongoing challenges of establishing and maintaining an effective sales force. The unique aspects of this market segment including small popu...