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Case Study: solving pharma reps challenges
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Case Study: solving pharma reps challenges
1.
Case study: waking up
unmotivated reps industry: pharmaceuticals year: 2014
2.
Problem on the
surface: reps do not believe in the medicine they have to sell
3.
The real problem: reps
are poorly aware of competitive advantages
4.
The solution: “Product dive”
workshop • competitors mapping •comparative benefits •objections handling •personal stories •FABs
5.
The result: ↑reps motivation ↑quality
visits ↑sales
6.
P.S. Sometimes, when the
salesforce is not doing well enough, they may just need an additional product education training organized in an informal, engaging and teamwork way. Happy selling, and..let’s workshop it! Strategic LAB © myslina@strategiclab.ru
Download now