Training New Pharmaceutical Sales Rep Main Focus Areas

The first focus area is creativity.

Creativity is defined as going as far as you can with all that you have got. In the current marketing environment where budget is scarce and getting thinner every day, making the most out of available resource is the best course of action. But it is not enough to tell salesperson that they have to make do with what available.

They need to be shown the way.

There are many creative thinking courses available. One important consideration when choosing them is to consider its practicality. Yes, creativity sounds a tad too idealistic but there is a practical part for it. Company can sit down and wait for an inspiration to come or they can utilize a creative method to generate hundreds of ideas at will.

The second focus area is emphasizing on process.

There are strong researches to back-up the facts that focusing on results, like focus on closing a sale creates more pressure than any other factors in selling process. Such focus causes a detrimental effect to salesperson, for example, reduction in call rates, low moral and weak performance. This has not changed for the past six decades and unlikely to change if the current pattern persists.

The fact that 80 percent of company sales are contributed by 20 percent or less salesperson goes to prove that the traditional strategy for selling is ineffective. Many companies still continue with this model because it is easy to do; not because it is the right thing to do.

They think that change is expensive but it seems like not changing is more expensive. My former trainer likes to say, “Change pays but status quo cost!” The ‘cost’ might not be apparent in the short-term but it will in the long run. Many can change in a blink of an eye but the decision to make that change can take forever.

Right now, if you have been through the traditional sales training, I have a quick question: “Has your result been any different today compared to a year ago?” If you look at the answer closely and find there is no significant different, you must know that it is about time for you to change. But of course; deciding to change might take forever.

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