Sales Force Enthusiasm: Garnering Support for Product Re-Launch

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"Sales Force Enthusiasm: Garnering Support for Product Re-Launch"

Study Overview
Garnering sales force support for a re-launched pharmaceutical product can be a Sisyphean effort. Sales teams may be skeptical that they can sell the re-launched product and make quotas. Or, the sales team itself may be the reason for the initial launch failure. This research will assist brand executives in getting sales force support for a re-launch effort.

Key topics

• Aligning sales force tactics with product re-launch strategy
• Creating excitement and support
• Shifting product placement
• Equipping the sales force for re-launch success
• Shifting resources to ensure success

• Add fresh new sales force support to build excitement about the re-launch.
• *Not all re-launches will win expanded sales force resources. Nevertheless, benchmark partners noted that increasing sales team size helps to ensure field coverage and selling power.

• Ensure that the sales data management systems are adequate to track field performance and permit plan adjustments that may be required to penetrate target customer segments.
• *The ability to rapidly measure sales performance and track ongoing market progress is important for any sales organization; however, during launch and re-launch cycles, this data management capability is essential.

Industries Profiled:
Consumer Products; Diagnostic; Pharmaceutical; Medical Device; Biotech; Health Care


Companies Profiled:
Bayer Healthcare; UCB Pharma; Schering-Plough; Roche; Pfizer; Novartis; Merck; AstraZeneca; DSM Pharmaceutical; Sanofi-aventis; Abbott Laboratories; Eli Lilly; GlaxoSmithKline l

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