Our Perspective on Pharmaceutical & Healthcare
A Pharmaceutical Client of ours once said "Sales in our industry is like a movie. It takes many scenes to get the full picture." How true is this for your organization?
Pharma, Healthcare and Medical Sales is complex and highly technical in nature. Many "touchpoints" are required to effectively influence Medical Professional’s buying decisions.
Some of the critical ingredients for sales success include: a precise view of how your products "stack up" vs. the competition; an eye towards influencing vs. detailing and an ability to uncover what motivates each Doctor.
Here are career development stages in Pharmaceutical and Healthcare sales and how our Programs support them:
Stage 1 – New Hire – Foundational
In the first 2-3 years, Sales Reps. are focused on learning about the Industry, Products, Competition and Selling Fundamentals. Key capability areas that we can support at this stage include Consultative Selling Skills and Influential Presentation Skills.
Stage 2 – Tenured Rep.
There is an ongoing need to master the craft of sales. Does Tiger Woods back off practicing after he has won a Major Championship? We work with Sales Teams to "go deeper" in specific skills such as Consultative Selling Skills. Other capability areas that we support at this stage include: Influential Presentation Skills; Planning & Productivity and Winning Negotiations.
Stage 3 – Specialty Rep.
After "being in the field" for a number of years, often a Salesperson moves to a specialty role. Development at this stage is both will and skill, and Sales Managers play a critical role in optimizing performance. Key capability areas that we can support at this stage include: Consultative Selling Skills, Influential Presentation Skills, Winning Negotiations and Strategic Account Management.
Stage 4 – Sales Leader
One of the most challenging transitions in any profession is the transition from Sales Professional to Sales Manager. It requires a wholesale change in attitude from "Producer of Results" to "Supporter of Results." It requires attitude, skills and process. Our Sales Management modules aim to support this challenging transition.
If you have a need to increase the energy, commitment and skills to develop the sales capabilities of your organization, we would welcome an exploratory meeting to determine how we can help.
