Solutions to pharmaceutical companies 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! 
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myslina@strategiclab.ru