CASE STUDY: EFFECTIVE SALES THROUGH SALES FORCE AUTOMATION (SFA) RAMBO PHARMACEUTICALS

Jun 18th, 2015
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Rambo Pharmaceutical is a mid-sized Pharmaceuticals company with Revenue in the low hundred of millions – a niche player—that had limited (or few) business processes in place and no best practices to speak of, despite having well over 200 salespeople. There was no formal sales process and no library of documented practices. Its world was compartmentalized sharply enough that the two wings of sales force 1) primary sales force 2) specialized sales force. Would often go to the same doctors to market product without sharing call notes between reps, irritating the “hot docs” as they called targeted prospects. Even more germane in the highly competitive Pharmaceutical industry, targeted client are essential for success. Why? The number of Pharmaceutical product virtually exceeds the number of physicians by uncountable multiples – and physicians have limited time. Good target data delivered rapidly is an essential feature is an indus

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CASE STUDY NO 1EFFECTIVE SALES THROUGH SALES FORCE AUTOMATION (SFA)RAMBO PHARMACEUTICALSName of the Company: Rambo PharmaceuticalsType of Company: Mid sized Pharmaceuticals CompanyThe Business Case :Rambo Pharmaceutical is a mid-sized Pharmaceuticals company withRevenue in the low hundred of millions a niche playerthat had limited (or few)business processes in place and no best practices to speak of, despite having well over200 salespeople. There was no formal sales process and no library of documentedpractices.Its world was compartmentalized sharply enough that the two wings of salesforce 1) primary sales force 2) specialized sales force. Would often go to the samedoctors to market product without sharing call notes between reps, irritating the hotdocs as they called targeted prospects.Even more germane in the highly competitive Pharmaceutical industry,targeted client are essential for success. Why? The number of Pharmaceutical productvirtually exceeds the number of physicians by uncountable multiples and physicianshave limited time. Good target data delivered rapidly is an essential feature is an industrywhere competitive edge is pretty much everything. Imagine an average of two terabyte oftarget data being processeda month. Now, due to antiquate systems and limitedprocesses for delivery and use of data, imagine a lag time of 90 days to receive the dataand another month to deliver it to the sales force, Deadly bad staff.1The Sol

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