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Training & Development


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This is about the importance of training & development

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Training & Development

  1. 1. Training & Development (What, Why, How) TRAINING DEVELOPMENT Mansoor Khan Team Lead-Training & Development Cirin Pharmaceuticals (Pvt.) Ltd. Islamabad Skype: mansoor.lahore Cell: 0331-5494769
  2. 2. ‫کہا‬‫پروردگار‬ ‫میرے‬(‫لئے‬ ‫کے‬ ‫کام‬ ‫اس‬)‫کھول‬ ‫سینہ‬ ‫میرا‬‫دے‬-‫کردے‬ ‫آسان‬ ‫کام‬ ‫میرا‬ ‫اور‬-‫کھول‬ ‫گرہ‬ ‫کی‬ ‫زبان‬ ‫میری‬ ‫اور‬ ‫دے‬-‫وہ‬ ‫تاکہ‬‫سمجھ‬ ‫بات‬ ‫میری‬ ‫لیں‬
  3. 3. 3 Differences between Training & Development • Training is short term, task oriented and targeted on achieving a change of attitude, skills and knowledge in a specific area. It is usually job related competencies. • Development is a long term investment in human resources through formal education, experience & relationships. • Noe, R. A. (2008). Employee Training & Development, 4th ed., New York: McGraw-Hill Irwin.
  4. 4. Why Train Salespeople?  82% of all sales people fail to differentiate themselves or their products from the competition.  86% of all salespeople ask the wrong questions and miss sales opportunities.  62% of all salespeople fail to earn the right to ask for commitment.  82% of salespeople discount price to earn a sale. Statistics based on research conducted by The Sales Board. Over 16,000 customers and 300 salespeople in 25 industries were studied. (HBR Vol . XII)
  5. 5. Training & Development in Pharmaceuticals Customer Seller
  6. 6. 6 The Gap b/w Aspirations & Results Performance /Results Time Expected Curve Actual Curve Gap In training terms this means we need to develop programs to fill the Gap 500 Rx 300 Rx 200 Rx Training & Development in Pharmaceuticals
  7. 7. Counterbalancing the Gap (Pharmaceutical Selling Relationship) Physician Representative
  8. 8. To identify the skills that will lead to achieve business objectives. Skill Objectives: Example Objectives: - Relationship building - Customer Development - Customer Handling - Quality in Deliverance Training Objectives: To Execute a training plan that develops the needed skills after identification.
  9. 9. Determine which business objectives We want to impact. Example Objectives: -Establishing Corporate Image -Increase Market Share -Improve Profitability -Raise Sales Productivity -Increase Return on Investment Business Objectives:
  10. 10. Training Department in CIRIN • Training & Development is an integral part of CIRIN • A huge budget and efforts are allocated for Training & Development of Cirin Field Force. • Expansion of Team Lead-Training & Development position to be based at Karachi, is planned to cater the FF of south.
  11. 11. Training Department in CIRIN • To inculcate Quiz in Evolet for Field Force on Monthly Basis. • This will be incorporated in November 2014. • Two Phases of Training in south & North in 2015 (1-From Jan 2015-June 2015 & 2-July 2015-Dec 2015)
  12. 12. Reinforcement of Skills in the Field The reinforcement strategy will actively involve our entire sales organization. • Ensures the rapid transference of skills to the field. • Allows business objectives to be achieved. • Guarantees the long-term impact of the training. • Produces a significant professional & personal return on training investment. 87% loss within one month* TRAINING TIME I M P R O V E M E N T *Source:Huthwaite study published in American Society for Training & Development Journal 87% of all sales training is lost within 30 days due to the absence of reinforcement.
  13. 13. “The significant problems we face cannot be solved at the same level of thinking we had when we first created them.“ Albert Einstein