Initial Situation

  • Committed and intelligent team who undervalued the sales profession.
  • Intellectualising about the technical product features rather than ‘business builders’.
  • Successful historically, yet needed to grow the business through hospitals and pharmacies.
  • Highly restricted by the WHO code and other policies.

What we did…

  • Assessed and challenged their sales capabilities.
  • Coached all sales team, in the field and in workshops, in ‘Hearts and Minds’ solution selling skills.
  • Classified all accounts, then refocused activities and call objectives for higher return.
  • Developed sales people from account managers into Territory Business Managers, managing their own P&Ls.

Outcomes…

  • 140% of sales target (and growing).
  • 19% up on last financial year.
  • Includes 3 record months, ever.
  • Relationship with all clients moved from a product features/merchandising role to truly understanding and adding value to their clients businesses.
  • Massive penetration into what were ‘reluctant recommenders’ in both hospitals and pharmacies. Increased rotations in hospitals and shelf space in pharmacies.
  • Increased rotations in hospitals and shelf space in pharmacies.