Turning America orange
A pharmaceutical brand ranked third in a three‑product market and trended short of a $300 million annual sales goal, creating an urgent need to change territory‑level performance and daily sales behavior.
RESULTS
The program drove measurable performance gains, with 71% of representatives moving their territory to #1 from third place, total sales reaching $315 million, and exceeding the sales goal by $15 million through sustained engagement across the US.
Industry
Life sciences
Problem space
Sales team motivation
Challenge
A pharmaceutical brand ranked third in a three‑product market and trended short of a $300 million annual sales goal, creating an urgent need to change territory‑level performance and daily sales behavior.
Solution
The team launched a six‑month incentive that asked sales representatives to compete against themselves using heat‑map visualization across 492 territories, with each territory intensifying in color as performance moved closer to first place.
Results
The program drove measurable performance gains, with 71% of representatives moving their territory to #1 from third place, total sales reaching $315 million, and exceeding the sales goal by $15 million through sustained engagement across the US.
