• For the past three years, our client had been losing market share position in its strongest products
• Sales rep productivity was the lowest among competitors, and varied significantly by rep
• Overall industry experiencing flat-to-moderate growth

Developed detailed market fact-base:

• Limited market data necessitated team to perform in-depth analysis to calculate the size of the current and projected market by subject area
• Determined product-level market share for overall company and for individual sales reps
• Identified underperforming sales reps, with performance adjusted for territory size and tenure in industry and with company

Created a blueprint for the sales organization:

• Determined optimal territory size and number of sales reps required to achieve maximum market share
• Developed market intelligence program to improve lead generation

• Determined optimal territory size and number of sales reps required to achieve maximum market share
• Developed market intelligence program to improve lead generation