Case study for a Pharmaceutical Firm
To improve sales, a new Commercial Director was hired to work closely with the sales teams. The director conducted an extensive evaluation which indicated the sales teams functioned primarily as a medical information group rather than a competent sales force. Therefore, a consulting team was hired to conduct specialised, rather than broadband, training to specifically elevate contact effectiveness. Procedurally, the training consultants focused on first identifying and then counteracting the impact of sales call reluctance on sales team effectiveness.