Challenge Build one common process for really different realities ensuring a certain level of flexibilities:
Different BUs (Ophthalmology, Neuroscience, Medical)
Geography (Developed country vs. Developing countries with direct sales vs. Developing countries with distributors)
Lot of inconsistencies across different areas and BUs
Approach
Preliminary interviews to define the scope of the analysis (building blocks)
Focus interviews with BUDs, S&M managers to map current situation cross-BU (Ophth. Vs Neuro Vs Medical) and cross-geographies (Western Europe Vs Emerging Markets)
Multifunctional workshop to discuss, agree and validate the model and the communication/dissemination strategy with BUDs and S&M managers
Deliverables
Lean sales process guide, very communicative, structured and easy to read
Communication presentation to summarise the sales process guide