Accelerated commercial growth in a pharmaceutical company

Growing turnover and stabilized team

About project

The client, a medium-sized pharmaceutical company, was facing a poorly aligned sales team, with no clear objectives and no performance measurement system. This led to unstable results, increased staff turnover, and lost market opportunities.

We began with a detailed commercial audit to identify bottlenecks and then worked together to build a new structure for the sales team, with well-defined roles, tiered objectives, and a KPI system adapted to the realities of the business.

In addition to the technical framework, we delivered coaching for middle management, ensuring a consistent and sustainable implementation of the new commercial strategy.

Process details

Fragmented sales team and lack of direction

The commercial department lacked clear objectives, and the absence of performance indicators led to fluctuating results and team demotivation.

Commercial audit and customized KPI system

We carried out an audit of the sales structure and developed a performance indicator system that clarified objectives, increased accountability, and aligned the team with the company’s strategy.

+18% direct sales, -27% staff turnover

After implementing the KPI system and reorganizing the team, sales volume increased by 18% within 4 months. At the same time, staff turnover in the commercial department decreased by 27%, a clear sign that people regained confidence in the strategic direction.