Sales Transformation & Targeting Redesign

A national homecare provider serving wound care, nutrition, stoma, and incontinence patients across Germany had missed its commercial targets for two consecutive years. Sales nurses were spread too thin across low-value accounts, with no data-driven targeting. The company was losing patients to smaller, more agile regional competitors who were cherry-picking high-margin segments.

Commercial margin mapped by nurse, institution, and therapy segment across every region. The fifty lowest-performing discharge sources and care homes consuming disproportionate capacity identified. Freed nurse time redirected to high-margin segments including parenteral nutrition and IV antibiotics. Nurse-level performance dashboards and structured KPI-driven coaching for regional managers.

The business hit its commercial target for the first time in two years. Customer losses stopped and growth resumed with target accounts. Commercial margin projected to grow twenty-two percent from the baseline, with over one million euros in annual uplift identified across eight regional markets. Blueprint region scaled nationally.