The Challenge
Clear product and GTM vision but no in-house capability to execute offline pharmacy distribution.
The SFOD Approach
Define
Mapped the target pharmacy universe, defined beat plans, scoped the field sales team.
Measure
Stores covered per rep per day, strike rate, revenue per beat.
Evolve
- Recruited, trained, and deployed Feet on Street sales executives
- Built tech-enabled beat tracking
- Off-payroll team structure kept costs efficient
- Weekly performance reviews
Outcome
- Better-than-normal store and beat coverage achieved
- Company exceeded offline revenue targets
- Scalable field execution model handed over