Pharmaceutical Sales Leadership Excellence training centre in Bangladesh

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Pharmaceutical Sales Leadership Excellence

Introduction

The transition from selling to sales management is never easy for new Sales Managers. Even with seasoned Sales Managers, a strong foundation in skills is required to effectively manage a sales team due to constant changes in the business environment.
This course will equip Sales Managers and new Sales Managers with the knowledge and competencies to manage a sales force at the highest level. It will enable them to lead each salesperson within the team to excel in the marketplace and accelerate sales performances.
In an era of hyper competition, every Sales Manager need to adapt quickly and lead the team to beat competitors who operate on different rules. The lack of fresh in-depth knowledge and competencies to manage the sales force in today's complex environment can lead to team performance which is far from maximum potential.

Learning Objectives
- Understand the factors that impact sales performance and where managers can have the most influence
- Help sellers build meaningful and achievable goal and action plans to maximize performance
- Hold sellers accountable to their actions and goals
- Coach for top performance, motivation, and execution
- Be effective communicators and decision makers
- Manage the sales pipeline of their teams with rigor and accuracy

Methodology

Live screen sharing, Q/A session

Contents of Training:

Session 1: Introduction & Basic Skills

Industry, Roles & Market Challenges
- Overview of Bangladesh Pharmaceutical Industry
- Key Accountabilities of Pharmaceutical Sales Professionals
- Key Accountabilities of Pharmaceutical Sales Manager
- Essential Qualities of a Good Sales Professional
- Essential Qualities of a good leader
- The challenges of today's marketplace

Pharmaceutical Selling Skills
- Selling Process – Steps
- Objection Handling
- Communication
- ABC of Selling
- The ……… Brown Bag

Session 2: Self-Leadership

Embrace a Leadership Mindset
- Player vs Observer
- Closing vs Coaching
- Task vs People
- Results vs Inputs
- Developing Leadership Mindset

Take Control of Time & Priorities
- Escaping the Reactive Trap
- Focusing on Priority 1
- Become a Master of Time Management

Session 3: Elements of Excellence

Drive Reps Accountability for Breakthrough Sales Performance
- Raising the Bar
- Defining Skills & Wills for Excellence
- Creating and Using a Success Profile
- Accountability for the Future

Hire Smarter
- Asking the Right Questions
- Evaluating Cultural Fit
- Importance of Will and Coachability
- The Hiring Process
- Getting the Right People on Your Bus

Insert the Customer in Your Sales Process
- Staying with Tradition: A Selling Focused Sales Model
- A More Effective Approach: Buying Focused Models
- The Benefits of a Buying Focus

Session 4: Coach and Develop Your Team

Become a More Strategic Coach
- Strategic Coaching
- The Ballad of Willy Sell more
- Finding the Right Balance with Top Performers
- Triaging Your Coaching Time
- The Strategy of Effective Coaching
- The C.O.A.C.H Model

Motivate the Demotivated
- Re-energizing a Good Rep Gone Stale
- Dealing with the “Uncoachable” Prime Donna
- Encouraging a Disillusioned Beginner
- Confronting Continuing Problems

Increase Win Rates with Buying Cycle Coaching
- Creating a Buying Perspective
- Early Cycle Sales Coaching
- Changing the Coaching Conversations
- Improving Your One-on-One Monthly Reviews

Session 5: Taking Action

Shape a Championship Strategy
- Setting a Breakthrough Goal
- Focus and Urgency
- Planning: Turing Dreams into Action
- Measuring Progress

Manage Boss & Career Strategy
- How can you keep growth of your territory?
- Management’s expectation from a sales manager
- Career growth strategy
- How can I differentiate from others?

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