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Herbst Group Services: Territory design, sales force effectiveness, customer segmentation, and executive dashboards
Our Services

We Don't Recommend and Leave.
We Embed and Stay.

The average consultancy delivers a report. We deliver results.

Ongoing partnerships. Not weeks. Not quarters. We embed and stay. Because transformation doesn't happen in a boardroom presentation. It happens in the field, with your team, one customer interaction at a time.

6-39X Client ROI
90-120 Days to realisation
20+ Active partnerships
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Trusted by leaders in pharmaceutical commercial operations

Aspen Pharmacare · iNova Pharmaceuticals · Gulf Drug Company · Sun Pharma · Eisai

The Problem We Solve

You've hired consultants before. They interviewed your people. Built impressive slides. Recommended changes. Then invoiced and vanished.

You were left holding a strategy document and the same problems you started with.

We operate differently.

Herbst Group is an embedded execution partner for pharmaceutical and healthcare commercial operations. We bring proprietary platforms, senior principals who stay on the engagement, and an implementation model that creates measurable outcomes — not theoretical frameworks.

Traditional Consultancy
Herbst Group
Approach
Recommend and leave
Implement and stay
Team Model
Associate with partner oversight
Principals embedded throughout
Duration
8-12 week projects
Ongoing embedded partnerships
Time to Impact
6-12 months
90-120 days to realisation
Deliverable
Strategy documents
Measurable outcomes
Discuss Your Situation

Confidential. No commitment. Actionable insights.

Deep Dive

Explore Our Core Services

Comprehensive capabilities across the commercial excellence spectrum.

Field Force Training

Building capability, not just competence

Comprehensive training that transforms reps into data-literate, commercially astute field professionals.

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Sales Analytics

Powered by SNIPER™ technology

Transform transactional data into prescriptive intelligence. We tell you what to do next, not just what happened.

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Territory Optimisation

Powered by Her-Zone™ intelligence

Redesign territories that balance workload, maximise coverage, and unlock revenue trapped in structural inefficiency.

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Our Process

How We Deliver Results

Five integrated capabilities. One commercial transformation.

1
Step 1

Territory Design & Optimisation

Your territory structure is either driving revenue or strangling it. We use SNIPER™ analytics and Her-Zone™ geographic intelligence to reveal exactly where coverage gaps exist.

15-30% coverage efficiency clients typically see
Customer-level territory mapping
Coverage gap analysis
Rep assignment optimised
Call frequency frameworks
2
Step 2

Customer Segmentation & Classification

Not all customers deserve equal attention. Most sales forces treat them equally anyway. We build classification systems backed by transaction data, not gut feel.

20%+ wasted calls reduced in first month
Customer Classification List (CCL)
Call frequency matrix
Declining account early warning
New business identification
3
Step 3

Sales Force Effectiveness

When productivity variance between your best and worst rep exceeds 10x, the problem isn't people. It's systems. SKII™ diagnostics expose exactly where effectiveness is breaking down.

10x+ variance we regularly find between reps
Field force diagnostic
Incentive scheme design
Weekly execution frameworks
Performance dashboards
4
Step 4

Executive Dashboards & Revenue Intelligence

You shouldn't have to wait until month-end to know what's happening in your business. FARM™ delivers real-time visibility into revenue trends, customer health, and rep productivity.

Real-time decision-making capability
Revenue and margin visibility
Customer performance tracking
Product line analysis
Automated reporting
5
Step 5

Rep Enablement & Weekly Intelligence

Your reps start every week making decisions about who to see and what to say. Most of them guess. Auto-Snipe™ delivers the right customers, products, and priorities every Monday morning.

Zero planning time, higher conversion
Personalised weekly recommendations
Product focus priorities
Performance feedback integrated
Mobile-accessible intelligence
See It In Action
See It In Action

SNIPER in 60 Seconds

Watch our intelligence platform deliver prescriptive action.

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Investment Philosophy

We price on value delivered, not hours consumed.

Our fees represent 10-15% of the value we help you capture: generating 6-39X returns for our clients. We don't pad prices to accommodate discounts. We don't compete on cheap. We compete on outcomes.

Typical engagements range from R600K to R5M annually depending on scope and complexity.

We've partnered with Aspen Pharmacare, iNova Pharmaceuticals, Gulf Drug Company, Sun Pharma, and others across the South African pharmaceutical sector.

This isn't aspiration. This is track record.

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6-39X

Documented ROI

10-15%

Of Value Captured

20+

Active Partnerships

90-120

Days to Realisation

Frequently Asked Questions

Common questions about how we work and what to expect.

What makes Herbst Group different from traditional pharmaceutical consultants?
Herbst Group embeds senior consultants in ongoing partnerships. We execute alongside clients, not above them. Our consultants carry territories, attend sales meetings, and are accountable for results. Traditional consultancy delivers reports and leaves.
What is pharmaceutical territory design?
Territory design is the data-driven process of structuring sales territories to optimise coverage, balance workload, and maximise revenue potential. Herbst Group uses SNIPER analytics and Her-Zone geographic intelligence. Clients typically see 15-30% coverage efficiency improvement within 90 days.
What is sales force effectiveness (SFE)?
Sales force effectiveness measures how efficiently a field team converts activities into revenue. Herbst Group's SKII diagnostics expose productivity variance and implement systems that improve how reps convert activity into results.
How does customer segmentation work in pharmaceutical sales?
We build classification systems that direct sales reps to the right customers at the right frequency. Using potential-based and behaviour-based analysis backed by transaction data. In most cases, wasted calls reduce by 20%+ within the first month of production launch.
What is Auto-Snipe weekly rep intelligence?
Auto-Snipe is AI-driven weekly intelligence delivered to each sales rep every Monday morning. It tells them who to see, what products to discuss, and priority rankings. Zero planning time required, higher conversion rates.
Can Herbst Group build a pharmaceutical sales force from scratch?
Yes. Our Sales Force Build and Incubation service includes territory design, recruitment, multi-module training, and 6-month embedded leadership. Typical timeline: 90-120 days to fully operational sales team.
What ROI can I expect from Herbst Group engagement?
Clients typically achieve 6-39X documented return on investment, with first value realisation in 90-120 days. Pricing is based on value delivered, not hours consumed.
Where does Herbst Group operate?
Our primary market is South Africa. We serve pharmaceutical, life sciences, and FMCG companies across the South African market.

Who We Work With

Pharmaceutical Manufacturers

Who need commercial excellence in South Africa.

Healthcare Distributors

Transitioning from order-taking to strategic selling.

Specialty Pharma Companies

Building or rebuilding their commercial operations.

International Pharma

Entering the African market without local infrastructure.

Let's Talk

If you're managing a pharmaceutical or healthcare commercial operation in South Africa and you're leaving money on the table — we can find it.

The conversation costs nothing. The delay costs revenue.

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We work with enterprises and mid-market companies. Strict NDAs signed prior to engagement.