Case Studies



Case Studies
Cardinal Health

Cardinal Health

Sales Transformation Yields New Outcomes for Cardinal Health Nuclear Pharmacy Services

Cardinal Health Nuclear Pharmacy Services (NPS), the U.S. market leader in compounding, dispensing and delivering radioactive drugs for use in nuclear medicine diagnostic studies and therapeutic applications, recently transformed its sales organization to better align itself to meet new market realities.

Cardinal Health

Global Imaging

Global Imaging Systems Dramatically Reduces Sales Force Turnover and Associated Costs

With more than $1 billion in annual revenue, Global Imaging Systems (GIS) is the most profitable provider of copiers, video conferencing, network integration, and other imaging solutions to middle-market companies. GIS works with a lean headquarters staff of less than 50 people, conducting its business through 21 ‘core companies’ and their locations. These core companies now employ 1,600 sales reps and 1,900 service reps, along with other staff.

Cardinal Health

Reynolds & Reynolds

Putting the Right Salespeople in the Right Sales Environment

While it’s true that autos are the most important things moving in and out of car dealerships, documents cannot be far behind. As a large, well-known provider of business forms and services, Reynolds & Reynolds has a significant contingent of salespeople calling on auto dealers. The company’s information based management systems are critical to business operations and are sold to dealers and dealer groups in both urban and rural locations. ‎

Cardinal Health

General Motors Service and Parts Organization

Dramatic Increase in Sales Volume and Customer Satisfaction

General Motors Service and Parts Organization (GMSPO) has always had a big job to do. Over 300 GM reps provide parts, service, and strategic programs to over 7,300 GM dealers. It is a big business, generating over $1 billion in annual sales.

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