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Post targeting exercise, our client wanted support on sales force sizing based on workload build-up

Client need: Client wanted support in estimating effort needed to cover their targets

Key Challenge: The current rep efforts were not optimized based on HCP prioritization

Solution: First step in such an exercise should be to segment HCPs based on their market potential and opportunities identified in the market

o Assumption on effort per segment: Assume effort that will be required in each segment to cover HCPs based on business objective

o Reach: Assume optimized reach for each segment, keeping in mind the accessibility and profitability aspects

o FTE requirements: Based on total effort and per rep capacity, FTE count and structure can be determined

· Business Impact: Brings efficiency in sales force sizing as this method is primarily driven by effort based on HCPs/account segments.

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