Sales and Product Trainings: Healthcare/Pharma

Training & Development

  • Training and development play a vital role in performance, showing them how to do it is more effective than telling them what to do,
  • We work with you to impart sales, skills, and Behavioral trainings to your team at all levels to enhance their performance and profitability.
  • The training delivery is a mix of Coaching, Facilitative and Activity based. Feedback session on regular intervals to assess the learning impact and improvement. 
  • Training & Development process:
    •  Analyzing the current need gap through Interviews or Observations on the Job.
    • Designing the training module to address the core areas.
    • Delivery of the training – Mix of classroom plus on the Job, activity based.
    • Evaluation of the training – Changes on select parameters – Before & After.

  • Scope : Induction & Refresher for Pharma/Healthcare Sales Executive

  • Objective:

    • Knowledge : Basic therapy & product knowledge, Feature Advantage & Benefits
    • Selling Skill : SPANCO Model, Visual aid understanding , communication clarity
    • Confidence : Building confidence in negotiation skill & objection handling
    • In Clinic Effectiveness: Dialogue building
    • Customer Relationship Management.

  • Program Outline:

    • Basic Science : Anatomy, Physiology & Pharmacology
    • Practical training : In depth medico marketing knowledge with situational detailing, RCPA
    • Mastering selling skill , Doctor product matrix, Split group detailing practice
    • Doubt counter, evaluation, reward & recognition

  • Training Delivery:

    • Facilitative style of delivery for long term retention.
    • Role plays
    • Situational case scenario
    • Experiential
    • Demonstration
    • High energy learning.
    • Engaging and fun.

  • Evaluation: (Throughout the training program)

    • Product knowledge test – 20% Science 80% Key Selling points
    • Detailing Demonstrations
    • Hands Free Detailing
    • Objection handling
    • Communication

  • Reporting to the Training Manager / Sales Head:

    • Daily reporting on the individual participant progress
    • Comparison on the progress on day-to-day basis
    • Final assessment along with remarks
    • Candidates needing further training to be retained or given additional support.