RMCI - Case Studies - Building Internal Capabilities

Case Studies Building Capabilities - Sales Effectiveness

Top 20 pharmaceutical firm

Recent major investment in a regional sales force

Could not objectively assess or track sales force performance

Created objective sales force evaluation process

Developed continuous improvement and tracking process

Conducted workshops to implement processes throughout the region

Trained 50 new hires in 50 affiliates to support evaluation, improvement, and tracking processes worldwide

Client estimated benefit in excess of $200 million

Process exported to all international markets

Based on worldwide success, the client is implementing the sales force effectiveness processes throughout its U.S. operations