Pharmaceutical Practice Areas:
· Sales Force Analytics and Optimization:
Is the sales force scaled and deployed to meet your organizational goals? It begins with forecasting and targeting, and addresses sales force size / structure (alignments), call plans and adherence, and alignment of incentives to business objectives. We’ve successfully launched many sales teams and new products across a wide array of therapeutic areas. We’ve developed, implemented and managed many incentive compensation plans that drive your sales team and product growth.
· Sales Force Reporting Needs:
Are the 3 tools in the sales team’s toolbox (time, samples, and business development funds) being effectively used to grow sales and revenue and delivering a profit? Are the reports your sales team receives delivering actionable information? It begins with aligning the business needs of the organization to the deliverables expected and the reporting tools to ensure adherence to the strategic plan.
· Sales Force Automation and Technology Solutions:
That deliver actionable information to your sales and marketing organization in real time. Can you expand your market potential via new e-marketing initiatives, and how do you integrate this with your sales team?
· Change Management Needs:
The strategic plan is approved and ready to go, what are the tactical elements that need to follow including communications and change management needs? Communication plans and follow up to ensure the plan is achieved.
Consumer Product Specific Practice Areas:
· Sales Analytics and Report Development:
Is your product getting its share of shelf? Is it positioned properly given its profit contribution to the retailer? Is the return on your investment in cabinetry, man-hours, trade dollars achieving its maximum return or can changes to your promotional efforts achieve more? Does your sales team have the available data to drive revenue and profit through their assigned accounts, and are they maximizing their opportunities?
· Trade / Customer Marketing:
Today’s market presents many opportunities to expand your product potential. Are you reaching all the audiences though all the available vehicles to capture your share of the market?
As with our pharmaceutical practice, we consult on all areas of sales and marketing, analytics and reporting; and information technology.