Director of sales with a new product launch.
The problem:
How many sales representatives do we hire?
The other problem:
How do we effectively show the Board that we need that many?
The folks at Tegra worked in conjunction with the client to obtain the data (hospital, physician and demographic). Over the next few weeks, several different sales force sizing scenarios were developed based on the following:
- analytically objective input from the data, and
- experience based input from the sales managers and directors.
After just a few meetings with the sales directors, two final scenarios were selected. Both scenarios were included in an elegant PowerPoint slide presentation and delivered successfully to the Board for sales force size approval.
Summary: The process was fast, accurate and defendable. Scenarios brainstormed, compiled and analyzed. Recommendations provided, meet to discuss, make informed decisions and move forward. Final goal presentation impressive and achieved approval.
