Commercial Excellence

Sales Leadership Framework Development

Sales Excellence Framework
Top 10 Pharma

Business Needs

Our client identified the need to create a framework for national sales leadership to drive consistency and excellence in sales strategy development and execution. Having previously partnered with us to build an integrated commercialization framework, the client sought Acsel’s help designing and implementing this new framework to prepare the field sales organization for the future.


Bringing expertise in framework design and in-depth understanding of the client’s business and existing frameworks, the Acsel team:

  • Built the sales excellence framework, including definition, key business questions, approach, outputs, metrics, timing, responsibilities, and interdependencies
  • Led in-depth reviews of materials with core and extended teams to collect input and gain alignment
  • Conducted a pilot to road test and refine the framework
  • Developed training program to launch the framework
  • Facilitated train-the-trainer sessions designed to create super-users and assisted program delivery


Partnering closely with the client team, Acsel created a first and best-in-class framework to enable Sales Leaders to effectively craft a competitive sales strategy, manage talent, and drive enhanced execution for present and future market conditions.