CASE STUDY (CANADA)
The Challenge
- The client faced significant hurdles with their conventional sales model resulting in disparities among sales representatives, unmet annual sales goals, subpar performance and lack of innovation and motivation.
- Overlapping sales and service responsibilities by sales representatives lead to inefficiencies.
- Loss of vital operational support staff and resources to maintain a certain level of profitability.
Our Solution
- Territory assessment to understand unique needs based on landscape, patients and payer coverage.
- Brand-centric sales approach tailored to each market.
- Provincial specific sales strategies.
- Segregation of sales and service to reduce overlap and increase efficiencies.
- Implementation of eSales and eService to streamline processes, increase efficiency and enhance customer engagement.
The Results
- Cost savings projection of $3.5 Million to the bottom line.
- Estimated increase in call volume from 60,000 to 100,000.
- Actual outcomes surpassed initial predictions with an increase in sales for targeted brands.
- Successful implementation of program on schedule, with a fully staffed team comprised of:
- 15 sales/medical representatives
- 11 service representatives
- 2 eSales/eService representatives
- 1 client Account Manager.
- Ongoing monitoring to track performance and market changes annually enabled us to make timely adjustments as needed.
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