Sales and Marketing Effectiveness drives Revenue and Profitability

Sales and marketing effectiveness drives competitive advantage and thus enables companies to increase their revenue and profitability. For the highly competitive pharmaceutical industry, this means ensuring that all resources for a given brand are allocated so that doctors preferentially prescribe that brand.

Therefore the performance of a brand is driven by its underlying sales and marketing resourcing. On this basis the discipline of sales and marketing effectiveness is split into

• Knowledge and understanding of customers.
• Tools and processes to drive the desired behaviours.

We enable our clients to increase their understanding of their customers and to capitalise on the opportunities in their market through knowledge transfer, tools and processes. This allows our clients to develop more meaningful relationships with their customers resulting in competitive advantage. And ultimately results in revenue and profitability for our clients.

Areas of Expertise

• Strategic Analysis - Build an accurate understanding of your customers' current and future value, appropriate profiling and segmentation strategies and return on investment of sales and marketing expenditure.

• Organisational Structure - Define the structure of your sales and marketing teams and the products they promote to drive one voice to the customer through portfolio alignment based on customer value.

• Performance Measurement - Drive continuous improvements in your sales and marketing effectiveness with clearly defined performance metrics for your sales teams.

• Organisational Discipline - Improve the accuracy of your profiling and targeting of customers and optimise the management of your most valuable customers.

Our expertise is built on our specialist knowledge - proprietary methodologies and software together with first-hand pharmaceutical industry experience.

Please contact us to discuss your sales and marketing effectiveness requirements.