Client Problem: Growing biopharmaceutical company faced with resource constraints. Client was in the process of recruiting a new Sales Training Manager, and had recently filled several open field Sales Representative positions. Client needed to train the new Representatives, but did not have the internal resources to accomplish this.
Targeted Performance Partners
Solution: Created, planned and managed a
two-week Sales Orientation Training program designed to
meet the specific needs of the client. Our staff
interacted with key members of the Sales & Marketing
management team to ensure that all elements of the
training session were appropriate and addressed the
business needs and expectations of the company. Targeted
Performance Partners made all necessary logistical
arrangements, and provided management and direction to
the client's in-house facilitators. We also developed
customized training curriculum focused on ensuring
participants' capability in the areas of product and
disease state knowledge, selling skills, and strategic
territory management. The session also included physician
and content expert interaction, and an orientation to the
client company.
Client Results: At the end of the
two-week session, all Sales Representatives who
participated in the session were fully knowledgeable of
all training content as evidenced by scores achieved on
session validation exams. All participants returned to
their sales territories ready to immediately meet the
client's performance expectations. Client was able to
overcome a lack of internal resources and meet their
short-term training needs.
Client Problem: A start-up pharmaceutical company with extensive R&D operations was investigating the creation of a commercial division. The client articulated a vision of the future Sales & Marketing team, but needed to create a plan that would provide a bridge from the current status of no commercial organization to a fully functional operation within a three-month period.
Targeted Performance Partners
Solution: Provided sales and marketing
consulting services and created a Sales & Marketing
Operations Plan. This plan for the start-up of the
commercial operation included performing an in-depth
training needs assessment, assisting with the development
of an initial marketing strategy, and planning for the
establishment of a Sales and Marketing management
infrastructure.
Client Results: With the Sales &
Marketing operations plan in place, the client undertook
a process of assessing three strategic options with
regard to the pending commercial business:
1. Hire a Sales & Marketing staff to launch the
commercial operation.
2. Outsource specific responsibilities until market
stabilization is achieved, and permanent employees could
be brought on board.
3. Utilize a blend of full-time staff and outsourcing to
achieve the desired results.
With the help of Targeted Performance Partners, the
client was able to determine which functions would become
permanent positions, and which would be outsourced to
achieve the objective as effectively as possible.
Additionally, the client utilized our plan as supporting
documentation with senior-level executives to demonstrate
the timeline and resources necessary to support the
commercial business start-up.
Client Problem: Small pharmaceutical company operating in a competitive market was planning to launch a new promotional campaign, and needed to roll out a new core message and sales aid to the sales force in a very short time frame.
Targeted Performance Partners
Solution: Designed National Sales Meeting
workshop that ensured that all Sales Representatives
gained an understanding of the rationale behind the new
campaign, and were capable of effectively communicating
the selling messages contained in the new sales aid. The
workshop also included a competitive overview,
competitive selling strategies and role play activities
utilizing customized role play scenarios. Targeted
Performance Partners also created and delivered a
customized Train-the-Trainer session to prepare client's
own training staff to deliver the workshop to an audience
of 400 Sales Representatives and Sales Managers. We also
created a validation exam to be completed in the field,
and a paper-based program reinforcing the key messages
from the sales aid.
Client Results: Achieved effective
knowledge transfer of new promotional campaign messages
in support of client's #1 priority product. Results were
measured by participants' validation exam achievement.
Our Train-the-Trainer program allowed the client to
effectively utilize their existing internal resources to
meet a significant training challenge. Paper-based
reinforcement program and validation exam enabled the
client company to ensure a consistent message was being
delivered by the entire sales force.