1. Outcomes & Results
Transforming the Sales Model
Benchmarking and Diagnostics
Confronted with unprecedented industry challenges of rising generic
competition, increased government regulation, and reduced doctor access a
global pharmaceutical company needed to fundamentally overhaul their go to
market model.
The Blackdot ‘12-4-7’ Sales Performance Benchmark was completed across
the organisation. This identified a broken sales process marked by high
performers ignoring the organisational sales process. A new sales process
was developed and implemented leveraging the insights gained from
identified high performers. Repeat benchmarking was conducted to track the
initiatives and ensure benefits were realised.
• Shift from 36% to 100% True Believer™ scores within top quartile performers
• Four-fold increase in doctors’ prescribing intention scores (relative to most
direct competitor)
• 61% increase in the number and duration of sales calls (2010 to 2012)
• Improved customer satisfaction rankings from 13th to 5th on core
representative performance measures
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North America: + 1 646 205 8059
Blackdot exists to assist our clients achieve more repeatable
and predictable sales performance.
Challenge
enquiries@theblackdot.com.au | www.theblackdot.com.au
Solution