Case Study: Pharmaceutical

Case Study

Post training assessments indicated that over 40% of the sales force’s expectations of the report tools were exceeded.

Results

  • Three months after the sessions were rolled-out to the sales force, a post-training assessment results indicated:
    • A 13% increase in understanding of the data components of the reports.
    • A 7% increase in overall satisfaction of the reports.
    • 43% of the sales force indicated that the report tools exceeded expectations relative to others in the industry.
  • Additionally, the results provided data on the most useful reports and tools and included suggestions for improving the tools available.

A sales division of a pharmaceutical company wanted to increase the understanding of its territory management tools. The sales force had a variety of territory analysis tools and reports available, but understanding of how to use them was inconsistent. In addition, the sales force had a variety of tenures within the company and the industry. The company desired a plan that would create a consistent level of understanding of the tools and how to use them.

Issues

  • Increase the productivity and effectiveness of Sales Managers and Sales Representatives.
  • Assess understanding and attitudes toward the tools.
  • Create awareness of the sales tools, contents and how to use the data.
  • Target and drive prescription volume more effectively by understanding the data.

Solution

  • BI conducted an assessment of the sales force’s understanding of the suite of reports and tools with quantitative electronic surveys deployed to the sales force and qualitative interviews to follow up on specific issues indentified in the electronic survey.
  • Based on the results of the assessment, BI developed a meeting protocol and train-the-trainer session for managers including training protocol, case study development and interactive training activities including “Report Challenge” and weekly/monthly analysis exercises.
  • “Meeting in a Box” materials were provided for each manager including facilitator notes, Quick Reference Guides for participants and interactive puzzles.