Sales Force Effectiveness
Pharmaceutical companies make major financial investments in their sales force infrastructure. In fact, this single area is typically an organization’s second largest business expense. Therefore, benchmarking the performance of your sales team and measuring your managers’ coaching effectiveness is critical to the future success of your business.
Ashfield Healthcare can provide real-life training scenarios to assess and benchmark industry personnel while accommodating your specific goals and objectives. Our specialist programs are designed to sharpen representative selling skills, while our real-time situations create a realistic and comprehensive sounding board for field force activities. |
In Call Quality
Our ICQ events have now become an industry standard for auditing and enhancing sales force performance. We create real-life training scenarios using experienced healthcare professionals to ensure you receive customized and tailored results that can develop your sales force’s performance.
Coaching Masterclass
Our Coaching Masterclass programs review and assess a manager’s coaching, leadership, and performance management capability against your key indicators. As a benchmarking tool, these programs allow you to make industry comparisons and insightful assessments regarding your internal sales management development platforms and training programs. They are also extremely flexible, meaning they can be applied to any sales environment and at any level (national, regional, and individual).
For new field sales managers, Coaching Masterclass offers first-hand contact with sales representatives and ‘customers’ in a controlled environment. More experienced team members can use the program to build and enhance existing skills. Coaching Masterclass is supported by a robust database, which has already been applied to over 3,000 sales calls in the US alone – as well as to tens of thousands of calls globally. We’ve invested in sophisticated software, which clearly presents results both during and immediately after assessment. Direct feedback is provided on the manager’s coaching competency by peers, representatives (if requested), training personnel, and senior management. The feedback and reports allow you to focus on any areas requiring future training and development.
With Coaching Masterclass, you can:
- Gain unique insights into a manager’s coaching ability
- Observe your managers coaching representatives in real-time
- Observe and measure current standards of coaching and other KPIs
- Implement ‘best practice’ coaching standards
- Benchmark your management team against internal and external KPIs
- Drive consistency in coaching performance