Sales Force Deployment for a Pharmaceutical Company

Issue

A large US pharmaceutical company decided to use a dedicated account-based selling team to cover key specialist group practices. However, these customers were already being covered by the company’s traditional sales force.

Our Approach

ZS leveraged its field tested process and Javelin™ Territory Designer / Personnel Manager to determine the best assignment of existing sales personnel to future sales positions. Local sales managers used the system to quickly test various personnel placement options and receive immediate feedback on the level of customer disruption that would result.

Results

ZS helped the client implement the new account-based design while also protecting existing relationships in over 75% of the important accounts. Traditional sales territories were redesigned to focus on the next most valuable customers, which eliminated the need for layoffs in the traditional sales force. The process resulted in a placement of sales personnel that retained top talent, was best for the customers, and was fair for the sales people.