Doubling Sales Yield Per Employee
A long-standing pharma partner known for global innovation and research.
Client Profile
A long-standing pharma partner known for global innovation and research.
Business challenges
- Poor doctor targeting
- Repetitive visits to the same doctors
- Ignored non-core brands
- Disconnected engagement program management
- No clear performance insights
The ecubix solutions
- Doctor grouping based on potential and field input
- Visit frequency auto-regulated by doctor category
- Focus-brand tagging linked to doctor specialty
- Integrated within SFA with trackable approvals
- Simple, real-time performance dashboards
Outcomes
- Better call planning and higher conversion rates
- Improved coverage and increased conversion of non-prescribers
- Uplifted secondary brands’ contribution
- Stronger relationships and better loyalty management
- Improved productivity and accountability
Impact delivered
Primary Sales Yield: Increased from ₹1.32 lakh to ₹2.47 lakh
Growth factor: 1.9× over 5 years
Secondary Sales Yield: Rose from ₹1.54 lakh to ₹2.48 lakh
Growth factor: 1.6× over 5 years
