"The structure devised for us by Sales Refocusing, enabled our Sales and Distribution teams to function in a structured, focussed and much more cost effective manner."

Noel Ryan, Managing Director,
Irish Pride Bakeries


Case Study: Multinational Pharmaceutical Company

Achievement

Assisted in designing and establishing a new organisational structure to sell and develop an extended product range covering separate medical and hospital divisions within existing operating costs and budgets.

Our Approach

Constructed a clearly defined customer base management system for each product sector by grading all customers – prescribers and influencers – in terms of their existing and potential contribution to product usership and sales.

Applied servicing and sales development approaches appropriate to each grade sector and then selected the most cost effective team to deliver these approaches.

We helped re design field roles and territories to match high expertise with higher customer grade contributors and helped introduce outsourced sales personnel to service and develop lower contributing customer grades.

We re-wrote all company job roles and redefined a more efficient field management, brand marketing and internal organisational support team.

We provided some expertise, direction on role selection and behavioural adjustment support for job holders.

Our concluding input was to facilitate the successful implementation of the reorganised structure and process into full implementation stage. We accomplished this by facilitating a small selected project team from within the organisation who successfully completed all essential project milestones within agreed deadlines.

Results

Greater focus on business building for products in Hospital and Medical divisions, resulting in increased sales in both divisions and more control of sales operating costs and overheads. There was also a significant retention of highly skilled sales personnel within the company.