professional development courses


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Boosting Pharmaceutical Sales Force Effectiveness with Innovative Approach

In the wake of recent financial market turmoil and unprecedented transformation of the pharmaceutical industry sector, the question remains as to what pharmaceutical companies can and should be doing to transform the sales force dynamics in order improve productivity and efficiency in their commercial approaches. This comprehensive course is tailored to equip you with the knowledge and understanding to effectively rise above the sales force challenges today and tomorrow.     In this current period of extreme heightened competition, there has been a greater need to ascertain the sales force effectiveness drivers. Therefore the most challenging task sits with the sales managers, as they are to prepare the sales team for that consistent result. The importance of having the right people performing the right tasks and saying the right things to your clients and prospects are paramount. Additionally the responsibility to manage a group of sales professionals has become increasingly difficult. Unlike other leadership roles within an organization, the sales leader needs to not only manage time and activities - they also need to motivate, mentor, coach, inspire, teach and most importantly drive two of the most crucial numbers to any company; revenue and profit margins.   This course highlights excellent management of sales force by creating a synergy between people and business strategy through an excellent range of techniques focusing on leadership, sales and individual effectiveness. It’s integrated offerings includes strategy alignment, descriptive and evaluate assessment, excellent process and skill content enable tips. This course will equip your sales team with skills and mindset to successful bridge the value gap and become a trusted business advisor to your customers.

Turning 'Theory' into 'Practice'?

This two-day training is designed for the sales professionals that find themselves in the crucial role of bringing true leadership and excellence to a sales organization. Those who are responsible for revenue and margins need to be providing the right strategies, monitoring the required activities, expecting optimum performance from every team member and understanding your sales force so that they can be managed effectively. This training will provide you with practical guidance on how to become the best sales manager, allow your success to improve the performance of the organization and develop the equivalent sales leaders afterwards. You will also be given the opportunity to work through many of the challenges faced by your own organization in implementing and strengthening your sales force strategy in order to achieve greater efficiency and productivity.

Who should attend?

Management of departments associated with any aspect of SFE; especially those wanting a better understanding of SFE as a whole, and personnel responsible for currently implementing SFE strategies and tactics.   Managing Directors, Directors, General Managers, Senior Managers, Managers and Heads working within the following job areas:  • Sales • Marketing • Business Development • Sales Training •Customer Service • CRM Pre-course questionnaire: A detailed questionnaire will be sent to all course participants to establish exactly where the group training needs lie. The completed forms will be analyzed by the course leader/trainer and followed by telephone if further clarification is required. As a result we can guarantee that the course is pitched at exactly the right level and that the issues that you regard as relevant are addressed. The course material will reflect these issues and will enable you to digest the subject matter after the event in your own time.

Key areas to be covered in the programme and documentation

Stimulating the Heartbeat of the Pharmaceutical Organization: Understanding your sales team and the hidden psychology This session is designed to help management understand the strengths and weaknesses of individual team members in order to improve utilization of existing sales team members within your organization:

• Developing individual performers within a team structure: Utilizing compensation structures ensuring salespeople fight for their individual survival

• Determining your company’s focus to help determine your salespeople’s focus •Identifying behavioral traits and sales success

• Equipping managers with control to engage and deal with prospects & clients: Understanding strengths and weaknesses of each team member

• Assessing and predicting sales success: Learning the scientific assessments that provide critical information on team members and hiring prospects

• Enabling the prediction of new hires success and coaching existing sales team members to success  

Leveraging leadership insights: Influencing and persuading sales people through supervising and coaching This session is geared towards managing the change of sales leaders’ role from a “cheerleader and disciplinarian” to a “coach and mentor”; despite the complications caused by the influences of Generation Y

• Resolving the sales leadership dilemma caused by the emergence of Gen Y: Aligning them with your organizational goals

• Integrating Gen Y into the traditional sales force by understanding their characteristics and treating them according to their values

• Utilizing sales leadership as coaching sellers to success: Highlighting the focus changes that need to be made by sales managers when coaching their team members to become successful

• Coaching in a radically changing marketplace: Comprehending marketplace dynamics and adopting the ever searching habit for better processes  

Capturing and transforming sales information into sales intelligence It is essential for sales leaders to learn how to transform data into usable intelligence. This session provides an in-depth look at the emergence of tools that produce significant amounts of real data about your sales team’s performance and the market

• Gaining comprehensive view of sales / customer data: Utilizing data gathering tools towards changing the sales management’s role

• Uncovering hidden opportunities: Using sales team performance tools to uncover hidden opportunities within the marketplace for greater achievement

• Making the right offers: Utilizing marketplace and sales data to determine ideal prospects and pricing structures  

Collaborating enhanced CRM handling in driving long term customer interaction

At this juncture, you will be guided through how you can use CRM as your driving force for customer acquisition and retention

• Discovering the promise of improved sales productivity: Unleashing the theory behind customer connection improvement and the reality of developing achievement beyond expectations

• Turning CRM from failure to success: Refocusing CRM design towards achieving success for your entire organization •Detecting the root cause of CRM failure

• Managing key account: Converting the promise of customer retention and expansion into a reality  

Engineering a sustainable sales force performance structure

• Sizing the sales force for strategic advantage: Developing smaller, more efficient and cross-functional sales teams that offers increased profitability and increasing customer satisfaction

• Adopting the 3 sales force structure: Adaptability, efficiency & effectiveness

• Identifying and utilizing the keys to small sales force productivity

• Developing an efficient and effective sales force structure through structure generation & structure evaluation

• Moving from a single seller sales structure to an integrated team structure  

Reconstructing the sales force: Maximizing competency by placing the right person in the right situation This section is focused on maximizing your sales team assets encouraging and demanding team members and sales leaders to work together and work within their capability

• Analyzing seller’s strengths and weaknesses: Using sales and prospecting metrics to determine individual team members’ strengths and focusing it within the team

• Sellers and managers: Strength to strength - Matching individual seller’s strengths and needs to managers who can coach and mentor them to success

• Finding the right fit for your team: Redefining the skills, abilities and experience of individuals and positioning them accordingly to extract greater productivity  

Unleashing the mindset of successful sellers: Mentoring

• Coaching the salesperson’s history: Working with historical sales and prospecting data to uncover coaching and training needs towards further efficiency and productivity

• Exploring the psychology behind successful sellers: Reexamining & changing each individual salesperson’s core beliefs steering them into excelling continuously

• Moving from manager to coach—coaching as management  

Sales analytics: Discovering and implementing accurate sales metrics for improved performance

• Finding and discovering information accurately and quickly: Sourcing of reliable and accurate sales metrics towards achieving higher profit revenue

• Integrating metrics generating technology into the sales team: Discovering how to gain sales team support by implementing metrics generating technology

• Uncovering sales metric data demands: Coming to terms that an understanding of the sales metric data generates increased responsibility which is linked to sales force performance

  Rapport building: Integrating customer interaction and retention

• Moving and transforming customers from sales to customer service: Making the handoff customer-friendly

• Resolving disputes: Incorporating dispute resolution authority and department coordination using CRM

• Cultivating the trust and respect factor  

Reengineering sales force performance structure via design processes Selling today demands a disciplined, repeatable process that insures each prospect and customer receives superior solutions and services

• Unleashing the sales process design: Tailoring the ideal process for your company, product and sales team

• Unearthing the sales territory design: Analyzing territory design for unified team or lone wolf sellers

• Learning the design and implementing a compensation and incentive plan

• Deciphering the design that determines focus: What motivates determines what sells

• Cultivating on-going training programs: Determining long-term objectives and ensuring your sales teams keep in-line with the organization’s objectives  

Benefits to you

Reinventing your sales structure and identifying sales force size to accelerate your sales force performance  

Hiring the top performing sales rep – Getting the foundation right  

Motivating & Engaging your sales force with transparent and sustainable incentive models  

Maximizing account management—making time and effort investments pay off in the pipeline  

Transforming sales information into sales intelligence for continuous revenue generation  

Evaluating evolving sales models for a customer centric approach while selling to the whole organization, not just one group  

Turning your medical representatives into brand ambassadors – Communicating benefits of your brand to physicians with effective detailing  

Overcoming the challenge of a limited physician access– Developing trust around all aspects of the business & getting time with your ideal prospects  

Quitting managing and start coaching to maximize sales and margins  

 • Expanding your sales opportunities through diverse, multi channel approach  

Improving the effectiveness of your physician marketing and sales campaigns while utilizing available technology including social media, digital & mobile platforms  

Providing value to your customers and creating lean and targeted, collaborative relationship while selling deeper and wider  

Collaborating CRM with the sales force in resolving disputes and creating long term business relationship

Companies already benefiting include:

Duration of Course

2 Day Course

Course details

TBA, 2013

For more information about this course and upcoming course dates, please contact Emily Jones at emilyj@marcusevansch.com or call 312.540.3000 ext 6714

To ensure we meet your expectations and maximize your return on training investment, we favor a classroom/workshop set up for the delivery of our courses. Please note we have therefore limited number of spaces available and these will be assigned on a first come, first accepted basis. We recommend early booking to avoid disappointment.

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Further information

UK Enquiries: +44 (0) 203 002 3057
or dzingim@marcusevansuk.com

Non-UK Enquiries: +420 (0)2 5570 7246
or training@marcusevanscz.com

North American Enquiries: +1 312 540 3000 X6714 or emilyj@marcusevansch.com




Testimonials

"This course will allow my company to develop its existing strategies to a much greater and hopefully profitable level."

Managing Director, Tarmac