Mohammed Abdul Jawad

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The Right Sales Skills?

The Right Sales Skills?



Taking the pain out of sales force development

Rapid change across the pharma industry is causing many companies to re-evaluate their sales and marketing strategies, with a focus on maximizing returns on existing products. Doing more with less, in an increasingly competitive market, inevitably puts pressure on the sales force.

For a sales force to be effective, each sales rep needs

  • The right knowledge,
  • Motivation, support and
  • Skills to translate opportunities into sales.

Without these essential ingredients, the sales and marketing effort will underachieve, often leading to

  • Frustration among sales teams and their managers,
  • High attrition rates and
  • Increasing training costs.

All of this increases the demands on sales managers to deliver an effective and consistent approach to the development needs of each sales person. The sales force should be motivated and empowered through constructive, objective support for personal development on an individual basis.

Maximizing the productivity and effectiveness of a sales force requires not only the time and management skills to develop teams, but some hard data on which to assess performance. 
Objective information is required on how to increase the sales impact of your reps and help to embed the required behaviors throughout the organization with minimum disruption.

In response to these challenges, pharma companies are increasingly looking for new solutions to help improve the effectiveness of their sales forces through leading edge sales and coaching and development.

These Business Intelligence solutions need to be flexible enough to handle a wide range of markets, customers and sales activities. They also need to be cost-effective to customize to the needs of increasingly specialist sales and marketing teams. 

That’s where you need the right training coach!


(Abstract from the source: PharmaCOACH—Sales force development made simpleA Whitepaper by DATA INTELLIGENCE – Business Intelligence Solutions for Pharma www.data-intel.co.uk)

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