Improving sales force effectiveness to drive performance at a global biopharma

For a global biopharma company, we teamed up with the global sales analytics and insights group to identify actionable growth opportunities in the field. We analyzed the day-to-day activities of best in class sales reps, comparing with peer group in each country and business unit. The results became very revealing to demonstrate consistent trends across countries of “what high performance looks like” for a sales rep. We identified a recipe for success, creating a list of field actions that can move up the entire sales force performance by 15-20% in revenues. We used QlikSense tool to generate rapid insights sifting through big CRM data.

The results of this initiative are presented to the Executive Committee and immediately incorporated into the planning activities for the next sales cycle with unanimous support from all Regions.