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The Challenge:
A leading supplier of pharmaceutical
and medical technology products decided
to build a new commercial team in
order to drive sales in the managed
healthcare sector.
The Approach:
Market Edge worked with the client
and its target accounts to understand
customer needs and the kind of field
sales force capabilities required
to add value in this sector. Market
Edge completed 360-degree capability
assessments that increased understanding
of the business system, key influencers,
and critical success factors for the
sales force.
The Outcome:
The assessments led to the development
of a Commercial Capability Framework
that included:
- job descriptions,
- commercial working processes,
and
- required commercial skills and
associated toolkit.
An organizational development project
is currently being implemented to deliver
the new capabilities. Performance measures
and feedback loops monitor progress
against objectives.
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