pharma01

CASE STUDY

Sales Force Optimization for a Big Pharma Company

A Big pharmaceutical company would like to optimize its sales force to maximize its revenue & profit.

OBJECTIVE

  • Optimize sales force investment to maximize revenue / profit
  • Determine optimal size and structure of the field force required to promote all brands
  • Optimize sales force visit at physician level for different scenario
  • Recommend optimal territory alignment factoring in operational constraints

SOLUTION

  • Recommended a bottoms-up revenue / profit maximization solution for FF budget allocation
  • Optimized call plan based on detail responsiveness at physician level
  • Measured soft / hard metrics (ROI, Revenue, Profit, Rx Lift) at various levels (Doctor level, Segment, Specialties & Quintiles)
  • FF sizing and deployment recommendations by physician / accounts and segments with potential sales impact

BENEFIT

  • Increase in revenue: Increase in incremental sales of over 15-20% by optimizing sales force at customer level
  • Designed optimal sales force strategy at customer level based on Bottoms Up Optimization
  • Cost Efficiency: Lower Cost by 10-20% of overall marketing budget
  • Improved Sales Force Effectiveness

Strategic Recommendations from the analysis helped our client improve detail call plan & create efficient territory design

ILLUSTRATIVE EXAMPLES

Sales Force Optimization 01
Sales Force Optimization 02
Sales Force Optimization 04
Sales Force Optimization 03
Sales Force Optimization 05