sales & marketing training

Does Your Pharma Sales Model Need a Booster Shot?

The pharmaceutical marketplace is evolving in fundamental ways – perhaps at a pace more rapid than any other B2B industry. In our work with some of the world’s largest pharmaceutical companies, we’re seeing the transformation first hand.

What’s changing? Business models, decision-makers, reimbursement models, access to information, buyer profiles… the list is long. So long, in fact, that I’d venture to say it’s much simpler to list what’s NOT changing: your mission to help doctors deliver innovative solutions and better service, leading to improved patient outcomes.

You just need to go about it in a different way.

Not surprisingly, the sales model you’ve relied on in the past no longer delivers the results you need. In fact, you aren’t even sure you need sales reps anymore – but trust me, you do. The key is to reinvent the pharma sales rep role in a way that embraces obstacles as opportunities and changes as renewed chances for success.

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Case in Point

A major pharmaceutical company recently reached out to Blueline Simulations for help in revamping its sales model to better meet evolving market conditions and customer expectations.

Building on the company’s market research that clearly showed most customers still value pharmaceutical sales reps but don’t value the industry’s standard sales approach, we used our Voice of the Business (VoB) process to identify what was needed in a new sales model.

Using our VoB process, we culled our client’s research for insights and identified best practices in existing pockets of success. Then, drawing on our decades of sales training experience, we worked with our client to map out a new customer-focused sales model, define the core skills and competencies required to execute the new model and identify key triggers we could use to engage and inspire the sales reps.

Of course, designing a new sales model is only the beginning. The real key to results is driving adoption in the field – getting the sales reps to understand and embrace their new customer-centric roles. The company designated three states to test the new approach and partnered with Blueline to create the rollout strategy.

The training design utilized a custom Blueline Blueprint Learning Visual as the central element in a three-day meeting where sales reps were introduced to the new sales model. We used the Blueprint as a launch point for a broad range of sales manager-led practice and coaching activities – to provide practice and allow time to address questions and concerns.

The six-month test was a success. Based on learnings from the initial pilot, the sales model was further refined and then rolled out across the United States and eventually, with adjustments for local markets, applied across the world.

Pharmaceutical companies are in a position to literally redefine the sales rep role… to replace traditional sales models with models that put service and solutions at the forefront… to create models that ultimately lead to improved patient outcomes. That’s where Blueline comes in.

Contact us today! Together we can explore and implement proven solutions that will give your pharma sales model a shot in the arm and get you back on the fast track to results.

What do you do when your sales model no longer works?

Your marketplace is changing in fundamental ways. Your customer’s business model has changed.  The decision makers have changed.  Not surprisingly, the sales model that you and your competitors have relied on for decades is no longer delivering the results you need.  You aren’t sure that you even need a sales force anymore.  But there are pockets of success in your organization.

What do you do?

One major pharmaceutical company reached out to Blueline Simulations to help revamp their sales model to better meet evolving market conditions and customer expectations. Building on the company’s market research that showed clearly that most customers still value pharmaceutical sales reps, but don’t value the industry’s standard sales approach, we used our Voice of the Business (VoB) process to identify what was needed in a new sales model.

Using our VoB process, we culled our client’s research for insights, and identified best practices in existing pockets of success. Then, drawing upon our decades of sales training experience, together with our client, we mapped out a new customer-focused sales model, defined the core skills and competencies required to execute the new model, and identified key triggers we could use to engage and inspire the representatives.

Of course, designing a new sales model is only the start. The real key to results is driving adoption in the field. The company had already designated three states to use to test the new customer approach and we helped them create a roll-out strategy for testing the new model. The training design utilized a custom Blueline Blueprint as a central element in a 3-day meeting in which representatives were introduced to the new sales model. We used the Blueprint Learning Visual as a launch point for a broad range of practice and coaching activities led by sales managers – to provide practice, and allow time for concerns and questions to be explored.

The six-month test in the three states proved very successful. Based on learnings from the initial pilot, the sales model was further refined and then rolled out across the US and eventually, with adjustments for local markets, applied across the globe.

Is your market rapidly shifting? Are your customers’ expectations changing significantly? Is your historically successful sales model no longer getting the results you need?

What do you do?  Give Blueline a call and we’ll help you explore possible solutions to get you back on track to the results you are looking for.