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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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