Case Study: Charlie Delta Pharmaceutical

7 June 2008

FILED UNDER:

February 2008

Michael Rose, Ph.D.

Concerned with overall sales perfromance, Charlie Delta Pharmaceutical (pseudonym) implemented new reporting controls, including a streamlined sales management dashboard.  Integrating CDP's corporate vision with sales strategy, the new dashboard provides insight into wholesale inventories, new product activity, and sales and volume by product. 

 

CDP used the dashboard to streamline inventories, boost sales performance, and ultimately sell the firm at premium value to shareholders.  This case study is a companion piece to the Sales Management Association's Research Brief on Sales Management Dashboard Design.  It includes a flash-based interactive version of CDP's sales management dashboard (viewable by clicking in the illustration above; requires flash player to be installed.  Download and install the latest Adobe Flash Player here). 

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