A client with an established pharmaceutical brand in the pain market needed some additional support to help their own medical team drive pharmaceutical product sales – they asked Ashfield Healthcare to help.
Thirty medical sales representatives from one of our syndicated sales team started promoting the pharmaceutical product alongside the client’s representatives in November 2013. They focused on seeing high-potential, targeted customers with a goal of visiting 1.75 GPs per day during 2014. We built in a concierge service to drive target account bookings, as well as using an interactive sales app and webinar advocacy.
Our team of medical sales representatives exceeded their key performance indicators, visiting an average of 1.83 target GPs per day and delivering 106% of their sales target between January and June 2014. There was a high level of webinar use among target customers and detailed follow-up results showed that our pharmaceutical sales representatives achieved the same quality of customer interaction as the client’s own team.
The client said
“I couldn’t tell the pharmaceutical sales representatives from our headcount representatives during the brand training. They are a real credit, a valuable resource to us and of the highest standard. I am very impressed by the level of knowledge and enthusiasm from Ashfield’s medical sales team.”