Improve the relationship with pharmacies and increase Sell-in

Revolutionizing sales in pharmacies

As part of an ambitious challenge, a large pharmaceutical laboratory called upon our services with a clear goal: to strengthen relationships with pharmacies and increase sell-in while rolling out an innovative sell-out project focused on visibility and training.

Our mission? To transform field teams into true sales experts in record time, without compromising the key role of pharmaceutical delegates. It was a subtle strategy, aimed at enhancing skills while maintaining harmony within the teams.

The action plan began with personalized meetings, where each team member was invited to individual interviews to align on a common approach, taking into account internal dynamics and each person’s specific objectives. We then designed a tailored training program for employees with no previous sales experience, with the goal of developing sharp commercial skills and instilling confidence at every stage of the customer journey.

Finally, we implemented a segmentation of pharmacies. By identifying those not visited by the delegates, we optimized our coverage strategy, directly increasing revenue while expanding the sales network.

By rethinking training and adapting our methods, we successfully met this challenge. The laboratory was able to forge stronger ties with pharmacies while significantly boosting sales results. A fruitful collaboration where training, innovation, and visibility emerged as the pillars of this transformation.