Analyzed primary care sales team sizing
Expiring product could not support continued promotion except under most optimistic scenarios
In-licensing unlikely to provide margin necessary to profitably sustain current team sizes

Analyzed specialty care sales teams
Highly profitable
Under-resourced

Recommended
Downsize retail teams
Decline unprofitable co-promotion opportunities
Establish two new specialty teams to increase frequency on key customers



Profits increased 20% with a 10% reduction in sales force investment according to client estimates