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The challenge

  • Our client’s product had high potential in the psoriasis/psoriatic arthritis market
  • However, the market leader was growing faster than our client’s product
  • Brand tracking surveys revealed lower share of voice with high potential prescribers than the competition
  • Our client’s limited sales force resources were resulting in weaker customer relationships and intimacy

Our approach

  • We deployed a booster sales force to detail with our client’s reps to improve share of voice and coverage
  • We built and managed a team of 24 reps and four managers
  • Sales action planning was according to our client’s directives - Ashfield and client reps worked in close partnership
  • We trained Ashfield reps (including objection handling and in-field coaching) to achieve high in-call quality

The outcome

  • Improved brand awareness and higher share of voice resulting in higher market share and a growing sales trajectory (see below)
  • Excellent feedback from client sales personnel on the sales attitude and detailing capabilities of Ashfield’s reps and sales management team
  • Team fluctuation below average - close collaboration with the head of sales and excellent project management
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Only Ashfield has the capabilities, the knowledge, ingenuity and enthusiasm to commence a partnering sales force according to my brief and business needs.

Sales Director

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Speak to us about how we can provide tailor made solutions for you.

Ashfield offers a wide range of world-class, market leading services that include medical sales teams, telesales, nurse educators, patient support programmes, medical communications, medical information, meetings and events, market research and training.

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