Pharmaceutical Industry
A pharmaceutical national sales meeting included selling skills training to support the upcoming marketing campaign for a new product.
Overseas pharmaceutical firm needed to improve efficiency and effectiveness at managing their drug approval process with the FDA.
Free 15 minute phone consultation.
Time Management for Sales Training
A major pharmaceutical firm was about to introduce a new product that would open up new markets for them, and felt that the skills and priorities of the sales force were not aligned with the marketing strategy and plan.
Sales Training Needs Assessment
The senior sales and marketing managers felt that the current sales force were likely to focus on the "low hanging fruit" of selling current products to current customers, and that the upcoming new product launch would not succeed unless some timely and immediate action was taken. They decided to use an upcoming national sales meeting as the best opportunity to communicate this message internally and to also teach the sales force the skills needed to succeed in launching the new product.
Sales Training Solution
Peak Selling designed a customized sales training workshop so that the selling skills and priorities for the new product were aligned with the marketing effort. The workshop was a combination of modules from our Essential Selling Skills and Time Management for Sales workshops. During the workshop, the sales force prepared and practiced making tailored product presentations for the different market segments. To ensure that existing and new markets were targeted, we also spent time in teaching and discussion on: how to sell the new product to existing customers; and, second, how to gain entry to new prospects for the new product.
Sales Training for Pharmaceutical Sales
An international pharmaceutical firm wanted to accelerate the approval process of new drugs through the FDA and had assessed that they did this poorly relative to other U.S. pharmaceutical companies.
Sales Training Needs Assessment
An overseas pharmaceutical firm had done an outstanding job at developing new drugs and getting them approved by various regulatory agencies throughout the world. The notable exception was in the United States. Senior management was dissatisfied with their process and efforts to get new drugs approved through the FDA. Compared to other pharmaceutical competitors, their success rate and the duration of the approval process was poor.
Sales Training Solution
Peak Selling assisted first from a consulting perspective. We interviewed senior managers and HR personnel, and facilitated a series of high level meetings to record and analyze their existing process to approve new drugs. Next, a series of critical points - problem areas - were identified, along with a series of possible solutions. Some of the solutions had sales training implications, notably in terms of team-building skills, influence skills, and presentation skills. Peak Selling then taught a series of customized workshops on these skills based, respectively, on modules from our Influencing Skills, Team Selling, and Sales Presentation Skills workshops. At the conclusion of the project, the pharmaceutical firm estimated that they had gained several months in the overall regulatory approval process, which was estimated to be worth millions of dollars in additional revenue.