Sales-force effectiveness
Your field force is your sharpest
commercial lever.
We design, govern, and optimise the targets, incentives, and execution that make South African pharma field forces perform: schemes that engage your reps and serve the P&L, built by a team with decades in scheme design and documented to survive HQ and regulatory scrutiny.
Governed intelligence. Aligned action.
Proof
2:1
Rep workload variance
Down from 4:1, one multinational territory redesign (anonymised)
30+
Clients Served
Ongoing
Embedded Partnerships
Pharma
Primary focus
Proven
Return on investment
"For the first time in a decade, our territories make commercial sense. Reps are no longer fighting over the same doctors or driving past customers to reach their patch."
Commercial Director
Multinational Pharmaceutical Company
We have worked with
30+ organisations across industries
The same governed-data discipline that anchors our pharmaceutical work carries across animal health, diagnostics, nutrition, logistics and agriculture.
Pharmaceutical
Animal Health
Healthcare, Devices & Diagnostics
Nutrition & FMCG
Distribution, Logistics & Retail
Insurance & Agriculture
Legal & IP
Data & Technology
Industry Bodies & Associations
The pattern we see
The numbers are unaccountable.
Every pharma commercial team we walk into has the same pattern: multiple versions of the truth, no single governed number, and performance conversations that become arguments. The data exists. The accountability does not.
- Territory structures unchanged for three years while the market shifted under them
- Reps driving past high-value customers because the territory boundaries are wrong
- Customer segmentation that lives in a spreadsheet nobody trusts
- Monthly reports that arrive too late to change anything
- Performance conversations that start with 'which number are we using?'
What a governed data layer does is simple: it holds up a mirror nobody can argue with. Every rep, every manager, every meeting starts from the same number. The data does the confronting. Your leaders keep the relationships.
"You cannot build a team in a boardroom. You build one when people stop performing and start trusting."
Dieter Herbst
Confidential. No commitment.
Our services
Commercial transformation for pharmaceutical and consumer health.
We embed alongside your team and stay until results are realised.
Territory Design & Optimisation
Your territory structure is either driving revenue or strangling it. There is no neutral.
Customer Segmentation & Classification
Not all customers deserve equal attention. Most sales forces treat them equally anyway.
Sales Force Effectiveness
When productivity variance between your best and worst rep exceeds 10x, the problem is not people. It is systems.
Executive Dashboards & Revenue Intelligence
You should not have to wait until month-end to know what is happening in your business.
Rep Enablement & Weekly Intelligence
Your reps start every week making decisions about who to see and what to say. Most of them guess.
DiaDoc™ Commercial Diagnostic
The paid examination before any prescription. Diagnosis and Documentation, sold separately, delivered first.
Execution Methodology
Strategy without execution is entertainment. DiaDoc translates commercial intent into daily discipline. Call frequencies. Working day calculations. Quarterly focus areas.
Ongoing Partnership
Transformation is not a project. It is a capability. Our embedded model keeps senior Herbst resources alongside your team, refining, adjusting, and driving continuous improvement.
Investment Philosophy
We price on value delivered, not hours consumed.
Our fees represent a fraction of the value we help you capture, generating measurable, documented returns for our clients. We do not pad prices to accommodate discounts. We do not compete on cheap. We compete on outcomes.
Let us build togetherProven
Return on investment
A share
Of the value we create
R45K
Per month, to start
Enterprise
Scaled annual partnerships
Proprietary intelligence
One framework. Six platforms. Built for pharma.
Herbst Conductor ™
The commercial-capability framework: four instruments (Data, Insight, Execution, Compliance) that turn reps into commercial orchestrators.
SNIPER ™
Transaction Intelligence
FARM ™
Revenue Management
SKII ™
Field Force Diagnostics
Auto-Snipe ™
Weekly Rep Intelligence
DiaDoc ™
Diagnosis and Documentation
Her-Zone ™
Geographic Intelligence
Governed data chain
How governed commercial intelligence moves
Disclosed at source, assembled under governance, resident in South Africa, auditable in transit. The same chain behind every figure we publish.
- 01
Disclosed sources
Legal basis on record
named, not modelled
- 02
Governed assembly
1,054 active zones
pharmacy access scored per zone
- 03
SA-resident storage
POPIA-bound
data stays in South Africa
- 04
Auditable transmission
M365 channels
every move logged
One data source among several behind our work. See the SA Pharmacy Coverage Benchmark
How it connects
Governance is not a feature. It is the foundation.
Geographic intelligence grounds the analysis. Analytics platforms surface what matters. Embedded execution makes it stick. Claims carry provenance: the chain of custody behind every figure we publish.
certification in progress
by architecture
100% in-country
88th percentile worldwide
Disclosed sources
Every input is named and documented. No grey-market data, no unnamed proxies. Every input source-attributed with a recorded legal basis.
SA-resident storage
All data is processed and stored on South African infrastructure. POPIA-aligned by architecture, not by policy alone.
Auditable transmission
Intelligence moves to clients through M365 and Teams channels. Every delivery is logged, consented, and controllable.
External attestation
Our governance posture is independently assessed. EcoVadis sustainability rating. ISO 27001 certification in active pursuit.
We embed. We execute. We stay.
Most consultants leave after the deck. We stay in ongoing partnerships, until results are realised. And then we keep delivering.
Start a conversationStrict NDAs signed prior to engagement.