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1
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2
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- Describe elements and challenges of sales force strategy (SFS)
- Provide key sales force strategy insights
- Provide easy-to-implement ideas and tools
- Discuss when external expertise can add value to internal capabilities
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3
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- Sales and marketing annually agree on reach and frequency by specialty
across functions and teams
- The firm can routinely track reach and frequency by specialty
- Marketing is well aware of sales force frequency objectives and
develops appropriate tools and programs to support those objectives
- Senior sales managers know the incremental profitability of each
product
- Sales managers know the relative value of each specialty across
products
- The sales function rigorously analyzes the potential profitability
of in-licensed products prior to acquisition
- Sales managers understand how contract sales forces help spread
risk
- The sales function routinely assesses the impact of therapeutic
class overlap on sales force size and structure
- Sales managers minimize disruption in refining sales force size/structure
- Sales management routinely measures the quality of customer lists
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Notes