Redesigning pharmaceutical sales operations is probably one of the most strategically important things on the table of senior commercial executives in an operating company today. And this redesigning doesn’t only involve the field forces, but also their connections with other HQ functions such as Marketing, Medical or Sales Force Effectiveness groups.
Leandro Herrero has published a new white paper describing the methodology his company, The Chalfont Project, has used for years in their client work. This methodology combines strategy with group decision analysis, creating a shared common understanding amongst stakeholders, a common sense of purpose and shared commitment to action. This proven method will enable companies to find their most preferred option that will work.
Although the white paper is focussed on the pharmaceutical industry, the methodology equally applies to all industries when looking to redesign their sales forces.
You can read the full white paper here.