Sales Training

Workshops

Ignite! (Train the Trainer Workshop) 
Increase Your Training ROI

Synopsis: Productive use of "face time" is as important for pharmaceutical sales trainers as it is for sales representatives. Whether you are training a new sales force or field-tested veterans, your goal is to change behavior, yet many pharmaceutical sales training programs actually discourage behavioral change. It's true! In spite of the time, money and energy invested in pharmaceutical training, most representatives quickly revert to old behaviors in the field.

This train-the-trainer workshop will provide you with the skills and the insight you need to ignite your sales force. Increase your training ROI immediately with strategies for creating compelling presentations with real, sustained impact.

Objectives include:

• UNDERSTAND how to engage adult learners
• LEARN strategies to increase retention and promote behavioral change
• EVALUATE the effectiveness of any training program
• DEVELOP creative solutions to training challenges

Take AIM 
Target Your Success

Synopsis: Successful sales representatives understand that targeting is the difference between "motion" and "action".

Take Aim provides participants with the specific insight and tactical tools they need to target their field time for accelerated achievement.

Objectives include:

• UNDERSTAND the power of targeting to gain and grow business
• LEARN the AIM Model of targeting prescriber customers
• APPLY the AIM Model to territory business planning
• DEVELOP a targeted territory routing plan for maximum return on time in territory

Before and After 
Pre- and Post- Call Planning

Synopsis: If your sales reps think they don't have time for pre-call planning — they need this workshop! This session will leave no doubt in their minds that call planning is vital to their sales success.

We begin with an activity that demonstrates the importance of preparation. Everyone contributes to the unpredictable results, with lots of laughs and learning!

Then the serious work begins. Objectives include:

• DEFINE call planning
• IDENTIFY the benefits of pre-and post-call plans
• DEVELOP call-planning checklists
• DEMONSTRATE call-planning skills

Anatomy of a Sales Call 
A Formal Outline For Successful Selling Situations

Synopsis: This session is a must for the new sales rep, and a valuable refresher for the field veteran. Beginning with the end in mind, this workshop provides participants with a formal outline for creating successful selling situations.

Through partner and group roleplay the reps will:

• DEFINE an Action-oriented Sales Call (ASC)
• IDENTIFY the components of an ASC
• DEVELOP at least one ASC
• DEMONSTRATE the steps of an ASC, including: Customer-focused statements, Probing questions, Need-based presentation of features and benefits, Confirmation of commitment, and Plan for future action

Facilitate Change 
The Foundation of Effective Selling

Synopsis: Selling is a process of facilitating change. In this workshop, participants explore four key elements of behavioral change. Individual and group activities provide ample opportunity to:

• DEFINE the four key elements of behavioral change
• IDENTIFY how these affect the selling process
• DEVELOP strategies to influence change
• DEMONSTRATE effective techniques for facilitating change

Other dynamic workshops include:

You've Got Personality!
Develop Sales Partnerships With Anyone

A Sheep in Wolf's Clothing
Objections Are Opportunities

One Big, Happy Family
The Importance of a Total Office Call

Elevate and Graduate
Selling With Clinical Reprints

All workshops are available in PowerPoint, Word or .PDF format. Contact me to purchase these workshops, or to discuss customized training for your sales team.