SFE: If You Build It, Effectiveness Will Come ... How to Make Sure

Posted by Matt Scheitlin on October 20, 2015

Sales force effectiveness (SFE). Sales force efficiency (SFE). Sales force excellence (SFE). Customer excellence (CE). Commercial excellence (CE). Etc.

Whatever we call it, a recent trend in the medical industry has been a shift in focus from expansion to efficiency. No longer can we afford to employ the philosophy of “growth through resourcing.” Instead, the focus is now on driving efficiency and effectiveness in the commercial teams that already exist within an organization. This is seen most starkly in sales organizations. With spend on sales teams totaling up to 10% to 30% of commercial costs, it only makes sense that we ask, can the sales organization do more without adding head count?

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