Our client wanted to increase direct sales of ready-to-use syringes for treatment of a chronic condition to specialist secondary care healthcare professionals. They faced a market with intense competition, low prices and small profitability.
With a focus on efficiency and quality, we developed a novel commercial model, moving from field-based sales teams to a central-based ‘virtual’ team. These call agents are accountable for assigned clients and sales territories and are managed by our national sales manager. We also delivered vital back office support activities.
There was a significant increase in sales and earnings before interest and tax after 12 months of flat, low sales. There has also been high profitability and increasing productivity in terms of the number of syringes sold per outbound call.
The client said
“This commercial model for a virtual sales force has a proven track record.”