Coordinating Sales Excellence
Product, Capability, or Brand Launch,
Strategic Planning & Execution, and Operating Model Design
Overview:
In the wake of an exciting year, the Vice President of Sales for a global pharmaceutical company aimed to enable proactive planning and operational excellence for his field leaders. Partnering with Omlie, they established a clear cross-franchise business prioritization plan, set expectations, and implemented processes for success.
Our Approach:
1. Understand cross-functional needs
Conducted interviews with stakeholders to understand priorities & sales team expectations
2. Develop a singular view of priorities
Consolidated interview outputs into a calendar view of priorities & placed in a central location
3. Establish & embed key processes
Co-created critical processes along with clear responsibilities to ensure clarity & consistency
4. Enable proactive, coordinated action
Provided sales leaders the consolidated view to inform their sales team training, prioritization, & action plans
Vision Realized:
Established a cross-franchise execution plan to support 3 brands and 3 launches
Drove 9 critical cross-functional workstreams to enable operational success
Delivered 170+ sales managers tools & processes to meet their objectives
Within 9 months, we have exceeded all expectations. Our performance is surpassing plans, we are growing as a business unit, launching new products and indications, and our culture scores are up by double digits. Omlie has been a critical part of this success story.
– Vice President, Sales
