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Pharmaceutical companies are changing their commercial model to counteract current and future challenges in the healthcare environment. The focus is on activities that engage customers and new influencers while complying with tighter regulations. WLH has considerable experience in developing business strategies and creating cascades to effectively execute our client's strategic plan. For optimal field force effectiveness, the “devil is in the details,” and WLH works in partnership to develop and deploy sales and marketing tools, maximize training and development resources, and ensure sales managers are equipped to coach and develop the desired behavioral change. Our efforts are closely aligned with our clients’ goal to drive sales growth.
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Designed and executed a new business strategy during a year-long project. This included a more customer-centric sales model with restructured territories and a field force expansion to drive ambitious growth goals (increased sales volume, market share, and account share), and improved alignment across regional teams and functions.
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Designed and developed the I GLASS™ program to achieve compliant pharmaceutical sales excellence, monitor field compliance (as required by the 2008 PhRMA Code), and compile and report compliance data.
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Designed and delivered a leadership intervention to address environmental factors that hampered the effectiveness of Medical, Marketing, and Sales in a large scale initiative. The project aligned the triad of Medical, Marketing, and Sales to assess and respond to customer needs and enabled field sales to adapt successfully to new teams, regions, customers, roles, and responsibilities.
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Designed and developed a selling skills model and program for an animal health organization that focused on creating demand and building relationships with customers.
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Designed and developed numerous communications and learning cascades to ensure consistent messaging and execution. Programs often included leader-led “meeting-in-a-box” materials for district managers to use in reinforcing strategic directions with their teams.
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| © 2010, 2011 WLH Consulting, Inc. All rights reserved. Patent Pending. |
