The days of sending out armies of sales reps equipped with product knowledge and selling skills are over.
In the new environment, healthcare professionals will (rightly) expect representatives from drug companies to provide much greater value on the business level.
Some of Impactiviti’s preferred partners specialize in training offerings to help create more business-savvy and valuable field employees. The business of healthcare is changing and becoming more complex. The ability to think strategically and broadly will continue to grow.
If this type of offering is what you’re looking for, contact Steve Woodruff at Impactiviti. We’ll introduce you to an optimal vendor/partner with a track record of success.
(And, if you’re in need of any aspect of sales force or management training, we can identify optimal partners for you!)
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Impactiviti is a consultancy focused on helping companies identify optimal partners for training/marketing needs. This vendor/client “matchmaking” service is provided free of charge to client companies (preferred partners pay a referral fee when a new business relationship is established).
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Steve, the need for developing the Business Acumen (BA) of reps/managers is common to many industries. Yet, companies have been slow to invest much in this area. There are two issues perhaps that are hurdles for training managers eager to do something about it:
1. What aspects of Business Acumen should be developed?
2. How can we do it quickly without “wasting” too much field time?
Online business simulations are a great way to spread out the development effort as the right simulations can be done over time at a pace that’s convenient for the reps. The right simulations will also provide feedback and performance reports which can be easily understood and interpreted.
It is high time that Heads of Sales assign BA development a Priority #1 because it will have a direct impact on revenue.