Global Insights in Agriculture & Animal Health

The situation

Our client wanted to monitor and track the effectiveness of their sales force across several countries.  The sales force was benchmarked against their major competitors.

Our approach

• Hundreds of interviews were conducted with client’s customers
• We focused on six countries, covering four species
• A sales force effectiveness evaluation score was developed; performance was compared to competitors

Business outcomes for the client

Benchmarking with competitors identified relative strengths and weaknesses of the client’s sales force on:

• product knowledge
• industry understanding
• quality of service
• working relationship with customers
• professionalism

Analysis by market provided a perspective of regional differences, identifying priority regions for corrective measures.