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Business Acumen for Pharmaceutical Sales

Peak performance in Business is a combination of:

1. Integrated business processes
2. Ongoing people development

Both are critical to achieving Business Acumen.

Some companies are developing the critical thinking to assist in strategic decision making, but don’t know the value and potential of each physician.

Some have worked on developing strong business planning templates, but neglect training their sales people to think strategically.

Only when you have your sales data to support the decision making, integrated planning processes and trained people can you truly achieve your growth objectives.

STAR Results will transform your sales team into a business force to be reckoned with!

First, we start the process by understanding your vision and current situation. We work with senior sales leaders, sales managers and sales representatives. We meet with sales operations, brand managers to understand your brand strategy, convert customer data into sales dollars, integrate your business planning process and train your sales people to think strategically.

Stop dabbling in Business Acumen by doing a little training, tweaking templates and cutting resources!

Sales leaders know what they want from the sales team they just don’t have a clear road map how to get there.

STAR Results knows Business Acumen. Let us show you how. The results speak for themselves:

1. Sales growth with less resources
2. Sales managers able to practice and coach business acumen,
3. Sales reps with a competitive advantage in business acumen, better data and integrated planning templates,
4. Business decisions in alignment with brand strategy and strategic customers.

The results are a business force that will drive profitable sales growth. The choice is obvious; the choice for Business Acumen is STAR Results.

We transform your sales team into a business force!

People Solutions

Demystifying Business Acumen workshop for Pharmaceutical Sales Managers

In Demystifying Business Acumen-For Sales Managers, your team will learn the skills, processes and successful behaviours of Business Acumen. They will learn how to coach their sales reps to view their businesses strategically, make wiser decisions, plan better, and effectively allocate their resources based on customer needs and potential for growth.

Sharper decision-making and use of resources by both the sales manager and their sales team will generate greater ROI.

Sales managers will learn:

• Our four point business planning process
• How to create district and territory business plans
• Strategic resource allocation
• Understand the value and potential of each customer
• Physician segmentation
• Strategies by customer segments
• How to coach business acumen
• How to strategically evaluate business opportunities
• Our four step process for conducting a business review
• Conducting focus forward business review sessions

Sales Manager Facilitation:

In order to facilitate leadership, we believe that it is imperative that your sales manager’s present and conduct the ½ day workshop to their sales representatives. This promotes ownership and demonstrates leadership in the rollout. The workshop kit contains everything managers will need to conduct the seminars effectively and successfully.

Sales Manager Coaching to Sustain Business Acumen

Any business change requires ongoing training and reinforcement to ensure that it becomes part of the new organizational behaviour. We believe that the front line sales managers are the key to making business acumen skills part of how you do business day to day. We provide ongoing coaching support for your sales managers to help them effectively coach and transition your sales force to be business driven.

We transform your sales team into a business force!

Process Solutions

STAR Results Business Acumen – Data Conversion & Business Planning

Data Conversion

If you want your pharmaceutical sales representatives to start thinking like business people you need to start treating them like business people.

STAR Brand Growth and Sales Potential Algorithm®

We work with your brand team to develop a comprehensive understanding of brand dynamics. We then develop a Brand Growth and Sales Potential Algorithm® to provide your sales people with invaluable data including:

• Projected sales by brand by physician
• Projected sales growth by brand by physician
• Sales potential by brand by physician

The Benefits

• Sales reps will be able to do an in-depth business analysis of their territory.
• Sales reps have a clear link between sales objectives and customer sales
• Micro targeting and resource allocation decisions

We take all the guess work out! We provide concrete ways to determine how to achieve sales objectives.

No more assumptions, no more guessing.

Customised Business Planning Process

A. Customised Business Planning Templates

We work with your sales management teams and top sales representatives to develop easy-to-use business planning templates.

Because there are different strategic decisions that need to be made at the Sales Director, ABM and sales representative level, we cater to each level individually. Many of these choices have a direct impact on the next level of decision making.

We customise the templates with your tactics and resourses. We integrate the templates allowing you to roll up and roll down key information and resource allocation. Each sales representative gets a ready-to-go business plan file loaded with brand sales and sales potential by physician.

B. Formalised Business Planning & Performance Review Timelines

To ensure effective implementation and follow-through, we create an annualised business planning and review calendar.

C. Integrate with Existing Sales Systems

We will work with your operations people to ensure that there is alignment with your present systems.

• Incorporate business acumen in your coaching reports
• Targeting and resource allocation can work with your CRM systems

System alignment is a key factor to ensure that you can realise that maximum ROI from a business acumen initiative.

We transform your sales team into a business force!

Contact Us

To Learn More or to Set Up a Meeting:

Call us: 905-737-4548

Email Us: Info@pharmabusinessacumen.com