A division of a major, multi-national health care products company needed to synthesize and analyze several years of sales data to pin point key trends in direct and distributor selling performance for the purpose of charting new selling strategies.
Sales department had no company resource with experience in conducting a multivariate, correlation analysis tying the data analysis to individual performance factors, and projecting expected outcomes through a sensitivity analysis of future organizational designs.
· Assistance Provided
The client provided raw sales data and access to key members of the existing direct and distributor sales team. Utilizing the data and qualitative information collected, we were able to provide an in-depth analysis of sales performance and trends for a 4-year period together with a “contributing factors” assessment detailing specific reasons for observed performance. Combining the insight and perspective gained from the analysis together with the company’s plan for a new selling strategy, we were able to create future performance scenarios with predictive confidence intervals. This provided the client with fact-based, predictive modeling to assist in management decision making for the new sales direction.
· Outcome/Client Assessment
The management team received the analysis and assessment of future plans with an overwhelming vote of confidence for the insight and perspective the work provided. Forward planning was immediately tied to the findings and the confidence the company achieved to be able to operate with relatable facts versus “best guesses” accelerated the planning process. The president also immediately recommended our work be taken to other divisions for similar engagements.