Boosting Referrals with Data-Driven Sales Tools

Keith built a CRM and real-time physician reporting tool that helped Apotheco’s reps lead with outcomes, not brochures—resulting in a 38% increase in referrals in just 4 months.
KEY RESULT
+38%
increase in physician referrals in just 4 months
Challenge
Apotheco’s field team had no system to track rep activity or measure referral effectiveness.
Solution
Keith implemented a CRM to track rep productivity and built dynamic physician reports tailored to each provider’s referral and outcomes data.
Company
Apotheco Pharmacy Group
Industry
Pharmacy / Healthcare / Dermatology
Services
CRM Development, Sales Enablement, Reporting Automation, Physician Engagement Strategy

Apotheco Pharmacy Group, a dermatology-focused pharmacy, relied on in-person physician referrals to drive prescriptions. Their large field team met regularly with local dermatologists, but leadership had no way to track productivity or understand which reps and strategies were delivering results.

Keith was brought in as fractional CMO to solve this gap.

What was built:

  • A custom CRM to log rep activity, track engagement by provider, and measure performance at both the rep and physician level.
  • A one-click physician reporting tool that reps used before visits. It generated a one-page report with:
    • Referral trends from that specific doctor
    • Prescription volume and fill rate
    • Average patient savings
    • Patient satisfaction scores
  • Reports were print-ready and personalized, giving reps a professional, data-first reason to get in front of providers.

What changed:

  • Reps stopped leading with generic sales talk and started leading with insights.
  • Physicians responded. The tool increased rep access to providers by over 50%, led to 23% more follow-up meetings, and ultimately drove a 38% increase in referrals in just four months.

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