The Challenge
One of our existing pharmaceutical clients contacted us about an issue with sales performance in one region. The sales manager had performed well as a sales person and had a good relationship with their manager. They appeared to know the issues but had been unable to make the transition in to management and drive the performance of their team.
The Solution
A scoping session was held with the HR team of the client to agree the brief and desired outcomes. This lead to an initial discussion with the Regional Manager concerned. After the initial session it became clear that the solution was to be found in a combination of areas. This included sales planning activity, assertiveness training, excel skills as well as coaching skills for the Regional Manager. A combined training and coaching plan was agreed that consisted of monthly meetings and telephone and email support in between. In addition, a number of accompanied sales visits were undertaken to ensure that the areas discussed were making a difference at the coal face.
Each of the sessions took place “On Territory” to avoid wasted time and travel cost. This allowed the Regional Manager to be as effective as possible during the programme
The Outcome
The structured sessions paid dividends. The Region concerned shot up the league table – and the latest news is the Regional Manager has just been promoted to a new role within the business.