Field Sales Team Improves Call Efficiency and Brand Impact

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.)