Case Studies

CNS Product Successfully Expanded to Primary Care Audience

Results Summary: 108% Sales Growth

Category: Primary Care

Situation

Our client was preparing to launch a CNS product, critical to its future, into a highly competitive market.

Concerns

The company's small, internal sales organization had a strong psychiatric focus, but was not well versed in the primary care market, an area of opportunity. Without the ability to expand its sales force internally, our client decided upon an incentive-based relationship with Publicis Selling Solutions.

The Publicis Selling Solution

Publicis Selling Solutions provided a full-time sales force and designed the incentive-based arrangement for high-frequency promotional focus on the top three decile PCPs. We aggressively managed the selling effort and sales performance and offered strong, results-based bonus incentives for the sales team.

The Publicis Selling Solution Result

• The new CNS product reached 108% of its sales goal in the first six months
• Our client fully realized the potential of the PCP market for the product
• Based upon this success, a new internal sales team was created for the product, seeded with the Publicis Selling Solutions team