Case Study – Motivating a Tired Sales Force

An exciting programme was needed to motivate a pharmaceutical sales force that had been promoting the same treatment for several years. My team recommended a competition to reinvigorate the competitive spirit within the sales force and identify positive patient stories that would personalize the treatment’s medical benefit. I wrote several internal pieces explaining the competition, tailored for the company’s intranet as well as for live presentation by team leaders. I developed updates to encourage competitive spirit among sales teams and remind them of the positive impact the treatment had on patients’ lives. All of the written materials carried the vision and purpose of the programme and successfully engaged the sales force in the competition. When the competition results were announced at a sales conference, the teams celebrated the winners and the powerful patient stories that their work had helped to create.