INCREASING SALES EFFICIENCY & EFFECTIVENESS

Situation
Our client’s multiple sales forces had evolved through acquisition. Their reps were calling on the same doctors, hospitals and offices. None of the individual sales forces were effectively covering their market. As a result cost were far outside norms, rep performance was under and market shares in several product groups were being lost.

Actions
Profiled the current performance each of company’s sales forces including time utilization, account coverage, call practices and the specifics of who they called on inside the hospital.
Interviewed and surveyed hospital personnel to map the buying process and to assess buyers and influencers, and their service needs for each product line.
Through competitive research, we developed a detailed cost and coverage profile of each of our client’s chief competitors.

Consolidated five of the client’s sales forces into three.

Redesigned coverage practices and patterns.

Revised compensation programs.

Results
Reduced selling costs by more than 10% while simultaneously improving the depth and frequency of coverage and increasing market share by five percentage points.