All Insights Case Study Maximizing Sales Force Productivity Through Effective Territory Alignment

    Maximizing Sales Force Productivity Through Effective Territory Alignment

    Territory Alignmemt

    Maximizing Sales Force Productivity Through Effective Territory Alignment

    Territory re-alignment for a rare disease drug company

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    Maximizing Sales Force Productivity Through Effective Territory Alignment

    Rapid market changes often impact sales portfolios, causing disruptions in the sales force workload. Re-aligning sales territories at regular intervals is essential to an equitable workload, and positively impacts performance of sales reps.

    Rare drugs have a low patient count, which makes every lead and prospect crucial. Territory alignment ensures a fair distribution of high potential targets and maximizes sales opportunity with a leaner sales force.  The availability of complex patient and physician specific data has rendered the alignment process more challenging and complex.

    Axtria worked with a global leader in rare disease to increase operational efficiency. By leveraging traditional and non-traditional metrics Axtria helped create balanced territories. The effort resulted in:

    • An increase in efficiency by 10%, post-realignment
    • Up to 20% increase in high-tiered customers per territory
    • ~18% increase in patient potential per territory

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