Sales force effectiveness (SFE) is fast becoming the holy grail. With the market changing rapidly, a dedicated SFE consultancy could just be the best solution.

CLINICIANS TODAY expect sales professionals to interact on a peer to peer level and in the words of one eminent oncologist: “can present themselves as someone I am happy to do business with.” The requirement to engage customers at this level creates a greater need for sales professionals to ensure each customer interaction has impact, and the information delivered is relevant, meaningful and valid. ESP Ltd (established in 2007 following a management buy out of Metamorph MTS Ltd) continues to offer clients dedicated and expert SFE consultancy. Catherine Murphy, formerly Director at Metamorph and now Managing Partner, believes: “ESP’s sustained approach integrating macro and micro market factors provides a key ingredient for attaining true SFE – through empowered representatives whose consultative approach is based on a meeting of equals.” Catherine adds: “NHS customers today want medical representatives with whom they can engage at both a personal and commercial level and who understand the needs of that customer’s role.”

With a database of 10,000 trained and practicing clinical assessors (encompassing GPs to Directors of Public Health) and 65,000 representative assessments, ESP has excellent SFE credentials but is this what sets them apart? For Catherine the answer is simple: “longevity, experience and innovation combined with freedom to operate independently makes ESP different; our clients know we are focussed solely on their needs and ESP’s feedback will be unbiased, impartial and born out of ESP’s forefront position in shaping SFE, both in the UK & US, since the mid 90s. Many of today’s innovations in assessing SFE, including representative assessment and the creation and maintenance of the original industry benchmark, were the brainchild of the ESP team.”

Representative assessment is, however, only one of the stages of the SFE Cycle, and ESP remains focussed on providing consultancy services, as well as more practical events based solutions, to clients at all stages.

Whatever the clients’ need, ESP creates a platform for representatives to demonstrate and enhance skills utilised on a daily basis. ESP clients’ requirements vary and each bespoke event reflects individual client needs: Sales directors, for example, will focus on selling skills, Training Managers on product knowledge, Marketers on key message delivery, and HR Managers will want to recruit the most appropriate individual. Notwithstanding event design or desired outcome, ESP stress: ‘the experience and associated feedback, actual current customer feedback, will be invaluable to your sales force.”

Paddy Fisher, Associate Director, added “ESP has at its centre a focussed and dynamic team that share not only your energy and enthusiasm for SFE, but also that crucial competitive edge. Best practice is our only practice, as our extensive list of clients over the last 11 years will be only too happy to testify.”

ESP’s ultimate goal of achieving true SFE remains undiluted, allowing clients the security of knowing that they are in the hands of dedicated SFE experts.

To enhance the effectiveness of your sales force contact: Catherine Murphy or Paddy Fisher on  01344 762531  01344 762531 or email catherine@espstc.com or paddy@espstc.com.