Competitive Intelligence for Sales Force Effectiveness for a Neuro-psychiatric brand
Client Background
The client was a competitive player in the neuropsychiatry market
Business Challenge
Client wanted to gain a competitive edge in the market but gaining insights on competition’s sales force effectiveness and medical communication with HCPs
Approach
In order to do an in-depth competitive intelligence study on a leading brand for neuropsychiatry the following approach was adopted
Conducted in-depth interviews with medical representatives, and key stakeholders, to gain insights on the following aspects of sales force effectiveness: FF Size (Hierarchy, State, City wise Distribution), Salary – Incentive, Coverage, Reach, Frequency, Margin and Schemes
In addition to sales force effectiveness, the medical communication with the HCPs was also assessed such as promo spend, critical success factors, key challenges
Outcome and Impact
Comprehensive Benchmark Report:
The study delivered a detailed comparison of the competitor’s field force size, geographic distribution, salaries and incentives, coverage and reach, visit frequency, margins, and schemes.
Identification of Best Practices:
Through in-depth stakeholder interviews, we identified critical success factors that contributed to the competitor’s strong market presence, including effective incentives, strong coverage strategies, and tailored medical communication