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Field Sales Team Improves Call Efficiency and Brand Impact​

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Case Study (US)

The Challenge

The client, with an established national field sales footprint, looked to partner to improve the stagnant sales trajectory for their I/O delivery device.

Our Solution

A field team of 16 DSAs (diabetes representatives) was overlayed to existing team to support high and medium-value targets to improve impact and call frequency.

DSAs’ goals also included elevating brand perception not just to the targeted HCPs but through a total account call to maximize pull-through adjacent to clinical selling.

The Results

Within the first four months of the added team, high-value DSA targets were averaging 3.5 more Rxs per target compared to the control group.

Average DSA had 21% more call activity (and 12% more sampling) than incumbent team.

Call activity (reach and frequency) was improved while contributing to a significant improvement in the cost per call (82% savings) for DSA targets.

Qualitative (market effectiveness surveys) feedback also showed improved brand and message recall and DSA satisfaction.

Wave 1:

  • 80% of respondents recall receiving collateral and/or access information and resources.
  • ​65% of respondents recall brand coverage being much better than expected following interaction with DSA.
  • 86% of respondents say they would be ‘very likely’ to make time to see a DSA in the future. (*14% say they would be ‘likely’ to make time.)

​93% of respondents state that they are ‘very satisfied’ with their DSA.**

**7% state that they are ‘satisfied’.