The science of successful sales transformation

Data and analytics, combined with a personalised approach to performance management, are helping sales execs inculcate best practices and significantly improve growth.

The pharmaceutical market in Australia is projected to reach $25.20 billion by 2020, at a Compound Annual Growth Rate (CAGR) of 2%, while the medical device market is projected to grow at a CAGR of 0.1% to $11.44 billion by 2020. Price cuts, funding and reimbursement challenges hinder growth making it even more important for organisations to sharpen their sales performance.

Despite years of championing transformation initiatives, too many sales organisations still struggle with lackluster performance. Advances in the “science” of change – digital, analytics, and supporting methodologies – can make a big difference, increasing the odds of success three to four times.