Abbott PPD Sales Transformation

Abbott PPD
Sales Transformation

CLIENT
Abbott PPD

INDUSTRY
Pharmaceuticals

CONTEXT
In early 2013, Abbott spun-off its Proprietary Products Division (PPD) into a separate company (AbbVie). In India, AbbVie began as a ‘start-up with a legacy’ – where a small team handled a diverse product portfolio across the country.

AbbVie’s sales force comprised medical representatives and managers. The company needed them to grow, from simply driving sales, to planning, forecasting and managing people. Some of the senior representatives were also being groomed for increased responsibilities.

WHAT WE DID
enParadigm leveraged a simulation based sales transformation program to demonstrate impact of gross margin, product mix, distributor margin, inventory, credit period on profitability.

IMPACT
“The reps are asking for a lot less discount post the workshop, they understand margin erosion on account of discounts and credit period, their understanding of profitability and financials has definitely improved, their performance and engagement has also gone up now.”

 

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