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Case Studies

Sales Force Effectiveness

While strategies to improve sales force effectiveness have historically come from either consultancies or internal analytics groups doing manual analysis, a growing number of innovative organizations are increasingly relying on in-market tests (both designed and those that occur naturally) to make better use of their sales forces. By trying new strategies with a subset of sales reps, markets, or physicians, companies are able to measure the true effectiveness of their sales force initiatives. This test versus control approach enables executives to understand which strategies will work, minimize the risk of investing time and resources incorrectly, and optimize initiatives in advance of full rollouts to maximize returns. 

APT’s Test & Learn software enables organizations to design and analyze in-market tests to determine the incremental impact of their sales force strategies. Example questions include:

  • On which physicians should we increase sales force focus?
  • Should we invest in a contract sales force? Which physicians should they target?
  • Which training programs are most effective? How does this vary by rep?
  • What is the incremental impact of shifting to a key account model with specific accounts?
  • What is the incremental impact of changing compensation structures or incentives?

Watch our featured videos

  • Introduction to Test & Learn

    Introduction to Test & Learn
  • Improving Patient Adherence with Test & Learn

    Improving Patient Adherence with Test & Learn
  • Optimizing Speaker Program Investments

    Optimizing Speaker Program Investments
  • Supplementing Market Research with Test & Learn

    Supplementing Market Research with Test & Learn
  • The Importance of Real World Evidence

    The Importance of Real World Evidence

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