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Pharmaceutical and medical: Sales force best practice


In a typical sales team it is usual to find that a minority tend to produce the best results continually. By identifying the ‘best practice’ processes, systems, tools and skills used by the best performers, a company can share best practice and increase performance across the whole team.

Client issue

How do we increase sales force performance?

Project questions

  • Who are the consistently high performing sales people?
  • What is it that these individuals are doing that causes them to outperform their colleagues?
  • Can we synthesise the various approaches into one best practice model?
  • To what extent can we systematise this approach?
  • Can the approach be used by everyone?
  • What supporting processes, systems, tools and skills are required?

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