2021 Salesforce structures

By Lee Ronan, Commercial Director, CSL

With 2021 fast approaching now’s probably a good time to think about what your salesforce structures will look like.  To be clear, I’m not advocating a large headcount cut; that you may well start seeing in the near future (which may or may not be needed, but that’s a discussion for another day).  I am thinking about salesforce structures in relation to the NHS changes that are planned for April 2021 and are likely to be covered in more detail in the next published health white paper. 

As you all know, currently in England we have 42 STP’s, 18 of which have been assigned ICS status so far.  The location of these 18 can be seen in the map opposite. 

The government’s ambition is that all parts of the country are covered by an ICS by April 2021. This ambition was set before Covid so it is possible this might not happen now.  But I think it would be prudent to plan for this being the case and make your salesforce structure ICS ready.  

On top of this the government has said that it wants each ICS to have only 1 CCG, which provides even more reason to align along ICS lines.  This will bring about, however, a number of challenges due to the reduced number of building blocks:- 

  • Creating territories of comparable opportunity (potential, sales, customers, etc)
  • Creating territories that are geographically logical (drive times, etc)

I would recommend now is a good time to look at your territory alignment, perhaps draw some maps, and plan for these 2021 changes.

If you would like to know more about territory mapping, give me a call on 01483 528305 or email leer@csl-uk.com


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