Rare oncology virtual and field team increased sales and NRx by >125%

CASE STUDY (US)

The Challenge

Company looking to increase knowledge of and prescription for a non-surgical treatment option of a rare large joint tumor.

Our Solution

Team of virtual sales representatives hired with strong oncology and clinical background. Requirement to have a minimum of 3+ years of virtual sales in oncology. Call activity focused on high decile and non-called on orthopedic oncologists, orthopedic surgeons, sports medicine HCPs. Prospecting was introduced to better understand treatment and referral patterns​

AIM (Acquire, Incubate, Maximize) approach taken which began with total office call to stakeholders with knowledge of the disease state or treatment options. Further refinement was completed to identify and prioritize clinics, stakeholders and decision-makers and continued AIM approach

The Results

​Mapped HCPs treating the disease along with treatment and referral patterns.​

Coordination with field team on active accounts and targets that meet criteria for Acquire.​

Field and phone collaboration increased sales and NRx by over 125% in year one of the program.​

Phase II of the program resulted in offices and HCPs being passed back to virtual colleagues during Maximize phase with continued strong sales results and NRx.​