Specialty Pharmacy

Situation and Challenge

  • National specialty pharmacy built through a series of acquisitions faced flat revenues and needed to fully integrate multiple legacy sales forces into a single national field sales organization with standard processes and world class sales management capabilities


  • Conducted Nine Voices of the Market® external interviews to capture external insights regarding physician referral criteria and behavior
  • Skill / Will Assessment to identify strengths, weaknesses and additional development needs for the field sales team
  • Conducted 100-Behaviors of High Performing Revenue Engines™ assessment with a focus on field sales structure, management, processes, support, training and compensation


  • Developed analytical tools and processes to increase field sales focus on accounts with the highest revenue growth potential.
  • Recommended changes to the field sales structure to increase sales management effectiveness
  • Developed sales performance metrics focused on measuring sales activities, linked directly to desired sales outcomes and established sales management processes and a review/feedback cadence

Skill/Will Competency Assessment

Segmenting Market to Target Referrers

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