Maha

Research Labs
Sales Force Effectiveness

Section-F
Sidharth Sharma (230103225)
 Key Point 1
Current MRL experienced a 15.5% revenue decline in 2020 due to
the COVID-19 pandemic, with sales totaling $802 million

Obstacles &
compared to $948.7 million in 2019.

Key Point 2
Situations In 2021, revenue saw a 21.2% increase to $972.5 million,
yet profit margin remained slim.

Key Point 3
Analyzing Sales Concerns arise over rising marketing and selling expenses

Performance at Maha impacting overall profitability.

Research Labs
Key Point 4
Sales revenue per professional sales representative (PSR)
has dwindled, alongside a lower-than-ideal meeting
frequency with physicians.
Proposal for Enhancing Sales Force
Efficiency

Emphasizes the importance of boosting

Suggests investing an additional
sales force effectiveness to overcome
$240 million in an SFE program.
challenges and bolster profitability.

Identified areas for enhancement include

Current sales organization comprises 114
targeting high-volume physicians,
PSRs and 14 area sales managers,
optimizing sales calls, executing marketing
focusing on pharmaceutical sales and
plans effectively, and improving adherence
customer relationship cultivation.
to the sales process.
 Deliberations and
Decision-Making
Weighs the proposed $240 million
investment in the SFE program
against alternative options such as
field-force rearrangement and
product realignment.
Considers the potential impact on
operating expenses: The SFE
program aims to enhance efficiency
and effectiveness, potentially
reducing long-term costs.

Forecasts outcomes: Anticipates

increased sales revenue through
better targeting of high-volume
physicians and improved adherence
to the sales process.
Thank You
By - Sidharth Sharma(230103225)