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.

Proven Client ROI

Fast Time to realisation

20+ Active partnerships

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Trusted by leaders in pharmaceutical commercial operations

Multinational innovators and specialist distributors in pharmaceutical commercial operations

The Problem

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

Realisation early in the engagement

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

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

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Territory Optimisation

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

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Target Setting & Incentive Design

Built as one system, run live weekly

Fair targets built bottom-up from each territory, a payment curve that pays for the right behaviour, and the scheme operated live every week.

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Commercial Data Management

One governed source of truth

A managed customer list and one relational, governed data foundation, so every target, route and incentive is calculated off numbers everyone trusts.

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Our Process

How We Deliver Results

Five integrated capabilities. One commercial transformation.

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.

Sharper coverage efficiency as territory realigns to customer potential

Customer-level territory mapping

Coverage gap analysis

Rep assignment optimised

Call frequency frameworks

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.

Fewer wasted calls as reps focus on higher-potential customers

Customer Classification List (CCL)

Call frequency matrix

Declining account early warning

New business identification

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.

Field force diagnostic

Incentive scheme design

Weekly execution frameworks

Performance dashboards

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

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

SNIPER in 60 Seconds

Watch our intelligence platform deliver prescriptive action.

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Investment

Investment Philosophy

We price on value delivered, not hours consumed.

Our fees represent a fraction of the value we help you capture: generating measurable, documented returns for our clients. We don't pad prices to accommodate discounts. We don't compete on cheap. We compete on outcomes.

Engagements start from around R45,000 per month and scale to enterprise annual partnerships, depending on scope and complexity.

We've partnered with multinational innovators and specialist distributors across the South African pharmaceutical sector.

This isn't aspiration. This is track record.

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Proven

Documented ROI

A share

Of the value we create

20+

Active Partnerships

Fast

Time to realisation

See it in your own territory

Request a data audit

Tell us about your territory and we'll walk you through where governed intelligence exposes coverage gaps, so you can see the value before you commit to anything.

1,360

Governed analysis zones

Official data sources

5,200+

Pharmacies scored

Figures live-verified against the Her-Zone database. Full coverage benchmark

Request a data audit

A diagnostic walkthrough. Governed, POPIA-bound, no obligation.

Questions

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 measurable coverage efficiency gains as territory structure is realigned to customer potential.

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, reps redirect effort away from low-value calls toward higher-potential customers in the early weeks of 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: a fully operational sales team within the first few months of engagement.

What ROI can I expect from Herbst Group engagement?

Clients achieve measurable, documented return on investment, with value realised early in the engagement. 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

Our Clients

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.