RMCI - Case Studies - Building Internal Capabilities

Case Studies Building Capabilities - Sales Strategy

Top 20 pharmaceutical firm

Previously conducted RMCI sales force sizing projects in all top affiliates

Desire to build basic internal sizing capability for small- and medium-size affiliates

Developed web-based, easy-to-use sales force sizing software

Trained senior sales managers in more than 20 countries worldwide

Provided 24-hour turnaround support following implementation

For the first time, the client developed an objective, internal capability to size and structure sales forces in small- and medium-size affiliates