186% to Goal: How Rapid Deployment Turned Vacancies into Growth

Case Study (US)

The Challenge

A specialty sales force was looking for a vacancy management solution to mitigate negative impacts of high turnover within their national sales force.

A vendor with expertise in building and executing flexible solutions was needed to stand up a new Rapid Deployment team and introduce the concept to field leadership and field representatives.

The team would be responsible for deploying where needed and maintaining sales in recently vacated territories.​

​​Our Solution​

12 RDRs (Rapid Deployment Representatives) were carefully selected for the program.​

RDRs were hired to area-level locations based on historical sales data and turnover data (Midwest, Southwest, Northwest, Southeast, Northeast) with the understanding that deployments would fall within their designated area.​

RDRs were trained in the same manner as the current specialty sales force.​

Inizio Engage CAD (Client Account Director) collaborated across 22 Regional Managers to fill vacancy needs as they arose. ​

The Results​

​Exceeded program turnover and attrition goals through hiring the right people for the job.​

Far exceeded program-level SLA for time to deploy vacant territories, delivering vacancy coverage in half the time as SLA.

Far exceeded new prescriber sales at 186% to goal (not only maintaining, but growing, business in vacant territories).​

Exceeded all activity metrics (calls per day and trigger response time) at 122% to goal.​​