PHARMACEUTICAL DISTRIBUTION TRANSFORMATION
How a leading distributor modernized forecasting, sales pipeline management, and visit execution using Salesforce Sales Cloud, Maps, and Tableau.
About the Organization
A regional pharmaceutical distribution company known for introducing innovative products to the market. They rely on insights from doctors and patients to ensure high-value offerings that address unmet medical needs. With a growing field force and expanding product lines, they required a scalable platform to manage distributors, sales operations, and visit execution efficiently.
Challenges
The organization faced significant challenges, including difficulty in forecasting, managing the sales pipeline, and executing or distributing visits. Sales order management was unstructured and reliant on Excel, offering little insight through meaningful KPIs. Additionally, there was limited visibility into field teams and distributor performance, and disconnected reporting processes hindered data-driven decision-making across the business.
What We Have Done?
By implementing unified workflows, the company achieved stronger sales and distributor alignment, enabling faster transactions and smoother collaboration. Centralized operations allowed sales activities and KPIs to be managed in a single connected system, enhancing accuracy and efficiency. Meanwhile, real-time insights and accelerated sales cycles increased market agility, strengthening the company’s competitive edge.
Products Used
Salesforce Sales Cloud
Salesforce Maps
Tableau