Demystifying Business Acumen workshop for Pharmaceutical Sales Managers
Our customised workshop answers two key questions:
1. Can sales managers strategically manage their key resources BETTER? YES!
2. Can we teach sales reps to manage their territories strategically and be accountable for RESULTS? YES!
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.
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