Solutions
Sales Force Effectiveness
Your field team is your largest investment. Most pharmaceutical companies know their reps are not optimally deployed. The data to fix it exists. The gap is turning that data into daily action.
We combine analytics, territory design, and training into a single system. They work together because they are built on the same data and delivered by the same embedded team.
The Challenge
The Pattern We See
A rep visits 8 customers a day. Two of those calls generate 60% of their revenue. Three generate almost nothing. The rep does not know which is which because the data sits in a system nobody reads.
Territories were drawn three years ago by a manager who has since left. They have not been rebalanced. One rep covers 40km per day. Another covers 120km for lower potential.
Training happens in a hotel conference room, disconnected from the analytics the team should be using in the field.
Targets are set as last year plus a percentage, and the incentive scheme rewards something else entirely. By mid-year the reps who fell behind have done the arithmetic and stopped trying.
The analytics, the territories, the training, and the targets are treated as four separate problems. They are one problem.
Four Services. One System.
Each can be engaged individually. Together, they compound.
SNIPER Sales Analytics
Transaction-level intelligence that tells reps what to do next
SNIPER analyses millions of transactions to surface the calls that matter most. Hidden champions, declining accounts, product opportunities, coverage gaps. Delivered weekly through Auto-Snipe.
Territory Optimisation
Zone-level territory design grounded in geographic reality
Territory design using Her-Zone geographic intelligence. Balances workload, potential, and access across 1,360 zones. Not lines on a map. Territories built from where the opportunity actually sits.
Field Force Training
Training built from the analytics your team already uses
Product knowledge, selling skills, and commercial excellence. Training content is built from real transaction data and call patterns. Delivered through the Herbst Conductor™ framework.
Target Setting & Incentive Design
Targets, payment curve and incentive built as one system, run live every week
Fair targets built bottom-up from each territory's real sales reality and customer mix, not last year plus a percentage. We design the target, payment curve and incentive scheme as one system, then operate and run it live, weekly.
Integration
How They Connect
SNIPER analyses your transaction data
Surfaces which customers to prioritise, which products to discuss, which accounts are declining.
Territory design uses that same intelligence
Territories are drawn around opportunity, not geography alone. Balanced by potential, workload, and access.
Training reinforces what the data shows
Reps learn to use SNIPER output. Call planning is taught from their own territory data. Product training links to the opportunities identified.
Weekly intelligence keeps it current
Auto-Snipe delivers updated call priorities every Monday. The system stays alive because the data refreshes continuously.
Built on Proprietary Methodologies
Each methodology is a structured framework refined across multiple pharmaceutical field teams.
Complementary Services
While Sales Force Effectiveness stands alone, these services from our Geographic & Market Intelligence solution often complement the work.
Category Intelligence
Therapeutic area analysis at zone level, not provincial averages
Understand market opportunity at the geographic level where your field teams operate. Category sizing and demand modelling disaggregated to 1,360 zones.
Pharmacy Network Intelligence
Pharmacy access mapping, network analysis, and coverage gaps
Map which pharmacies stock your products and where dispensing gaps exist. Access data shapes territory design and rep deployment.
Your Data Already Has the Answers
Most clients have 12-24 months of transaction data sitting in a system. We turn that into weekly intelligence your reps can act on.