Company: Biopharmaceutical Company
Objective:
- To define and clarify the roles and responsibilities of the “field force” with the current and future (stretch 2017-2020) market circumstances and stakeholders’ needs in mind.
- To provide a diversity in scenarios with pro’s and con’s of ‘’field force models’
- Advice on how to restructure the current sales force with pro’s and con’s.
- Step 1: Interviews with all relevant stakeholders (internal & external)
- Step 2: Define the major and most important market circumstances
- Step 3: Assess the current ‘Field Force Approach’ – Barriers & GAPS
- Step 4: Reducing the complexity and creating the bigger picture through visual communication sessions
- Step 5: Advice and next steps
- Better insight in customer needs
- Insights in current approach versus future approach
- Overview of all competences to be successful
- Clarification in the different roles, purpose, key result areas and responsibilities
- More ownership and accountability
- Better internal cooperation and understanding
Next steps – implementation & execution
- To create internal buy in on the new ‘field force model’
- Translate competences in 3 levels of behavioural indicators
- GAP Analyses current situation versus desired situation
- To deliver and execute a team and individual development plan
