Solutions
Sales Force Effectiveness
Your field team is your largest investment. Most pharmaceutical companies know their reps are not optimally deployed. The data exists. The gap is turning it into daily action.
We combine analytics, territory design, and training into one system, built on the same data and delivered by one embedded team.
The Challenge
Why Do Field Teams Underperform Even With Good Data?
The analytics, the territories, the training, and the targets get treated as four separate problems. They are one problem, so fixing any one alone rarely holds.
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 left. One rep covers 40km per day. Another covers 120km for lower potential.
Training happens in a 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. By mid-year the reps who fell behind have done the arithmetic and stopped trying.
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. 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 geographic intelligence. Balances workload, potential, and access across 1,054 zones. Not lines on a map. Territories built from where the opportunity 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 sales reality and customer mix, not last year plus a percentage. We design and operate the full system live, weekly.
Integration
How Do the Four Services 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. In one anonymised territory redesign, rebalancing cut territory variance from 4:1 to 2:1: read the anonymised case study.
Training reinforces what the data shows
Reps learn to use SNIPER output. Call planning is taught from their 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 pharmaceutical field teams.
Complementary Services
While Sales Force Effectiveness stands alone, these Geographic & Market Intelligence services 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 1,054 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. We turn that into weekly intelligence your reps can act on.