Salesforce Transformation

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CLIENT:

Major Animal Pharmaceutical

BACKGROUND:

Client is a multi-national organization which provides animal health products for companion animals and livestock. The project was focused on the U.S.-based companion animals sales force.  

CHALLENGES:

Over time, the companion animal market became increasingly competitive. Additionally, the lack of product pipeline coupled with competition increased pressure on product growth and market share.    

WHAT I DID:

Program managed the systems development lifecycle and national roll-out of a Sales Performance Management solution to over 30 districts, 250 sales representatives integrating enriched customer segmentation data and GPS validation technology. The overall goal was to increase veterinary mindshare through face-to-face, precisely targeted sales calls leveraging revamped route plans optimized for call reach and frequency based upon market share and sales potential.

A detailed scorecard was implemented to measure District Management and Sales Representative performance using GPS validation data, call activity, and clinic reach commensurate with Sales and Share growth using Microsoft CRM and COGNOS technologies.  

RESULTS:

An independent study revealed the program helped them retain over 100 million in revenue