Outside-in Perspective for Sales Strategy Planning

August 2, 2023 Rachel Halversen

A large pharma company was considering changes to the business’ diabetes sales strategy in the US, including shifting sales representatives dedicated to insulin products to other products within the group’s business portfolio. Needing to explore several potential scenarios to offset and limit the anticipated negative impact on the performance of the insulin franchise, the Global Brand Commercial team was seeking external support to develop a counter-argument to the proposed strategic shifts.

Business Talent Group (BTG) connected the client with a former Deloitte consultant and former Head of North America Launch Management for Teva Pharmaceuticals. The talent performed a Salesforce sizing and structure analysis that included diving into each physician segment based on their ROI threshold, investigating alternative selling models (such as co-promotion, contract sales organizations, tele-detailing) and how to balance internal portfolio needs. The final report included informative quantitative and financial analyses, as well as specific recommendations for the commercial sales organization.

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