Maximizing Sales Force Productivity Through Effective Territory Alignment

Rapid market changes often impact sales portfolios, causing disruptions in the sales force workload. Re-aligning sales territories at regular intervals is essential to an equitable workload, and positively impacts performance of sales reps.

Rare drugs have a low patient count, which makes every lead and prospect crucial. Territory alignment ensures a fair distribution of high potential targets and maximizes sales opportunity with a leaner sales force.  The availability of complex patient and physician specific data has rendered the alignment process more challenging and complex.

Axtria worked with a global leader in rare disease to increase operational efficiency. By leveraging traditional and non-traditional metrics Axtria helped create balanced territories. The effort resulted in:

• An increase in efficiency by 10%, post-realignment
• Up to 20% increase in high-tiered customers per territory
• ~18% increase in patient potential per territory