Pharmaceutical Sales Leadership Excellence
- Date : 17 - 18 February 2023
- Duration : Evening(7.30 PM-10.30 PM)
- No. of Classes/ Sessions : 2 Session
- Class Schedule : Friday & Saturday
- Total Hours : 6
- Last Date of Registration : 15 February, 2023 ( within 5pm )
- Venue : Online Virtual
- Certificate will be provied within 10 working days after successfully completion of the training
Introduction
The transition from selling to sales management is never easy for new Sales Managers. Even with seasoned Sales Managers, a strong foundation in skills is required to effectively manage a sales team due to constant changes in the business environment.
This course will equip Sales Managers and new Sales Managers with the knowledge and competencies to manage a sales force at the highest level. It will enable them to lead each salesperson within the team to excel in the marketplace and accelerate sales performances.
In an era of hyper competition, every Sales Manager need to adapt quickly and lead the team to beat competitors who operate on different rules. The lack of fresh in-depth knowledge and competencies to manage the sales force in today's complex environment can lead to team performance which is far from maximum potential.
Learning Objectives
- Understand the factors that impact sales performance and where managers can have the most influence
- Help sellers build meaningful and achievable goal and action plans to maximize performance
- Hold sellers accountable to their actions and goals
- Coach for top performance, motivation, and execution
- Be effective communicators and decision makers
- Manage the sales pipeline of their teams with rigor and accuracy
Methodology
Live screen sharing, Q/A sessionContents of Training:
Session 1: Introduction & Basic SkillsIndustry, Roles & Market Challenges
- Overview of Bangladesh Pharmaceutical Industry
- Key Accountabilities of Pharmaceutical Sales Professionals
- Key Accountabilities of Pharmaceutical Sales Manager
- Essential Qualities of a Good Sales Professional
- Essential Qualities of a good leader
- The challenges of today's marketplace
Pharmaceutical Selling Skills
- Selling Process – Steps
- Objection Handling
- Communication
- ABC of Selling
- The ……… Brown Bag
Session 2: Self-Leadership
Embrace a Leadership Mindset
- Player vs Observer
- Closing vs Coaching
- Task vs People
- Results vs Inputs
- Developing Leadership Mindset
Take Control of Time & Priorities
- Escaping the Reactive Trap
- Focusing on Priority 1
- Become a Master of Time Management
Session 3: Elements of Excellence
Drive Reps Accountability for Breakthrough Sales Performance
- Raising the Bar
- Defining Skills & Wills for Excellence
- Creating and Using a Success Profile
- Accountability for the Future
Hire Smarter
- Asking the Right Questions
- Evaluating Cultural Fit
- Importance of Will and Coachability
- The Hiring Process
- Getting the Right People on Your Bus
Insert the Customer in Your Sales Process
- Staying with Tradition: A Selling Focused Sales Model
- A More Effective Approach: Buying Focused Models
- The Benefits of a Buying Focus
Session 4: Coach and Develop Your Team
Become a More Strategic Coach
- Strategic Coaching
- The Ballad of Willy Sell more
- Finding the Right Balance with Top Performers
- Triaging Your Coaching Time
- The Strategy of Effective Coaching
- The C.O.A.C.H Model
Motivate the Demotivated
- Re-energizing a Good Rep Gone Stale
- Dealing with the “Uncoachable” Prime Donna
- Encouraging a Disillusioned Beginner
- Confronting Continuing Problems
Increase Win Rates with Buying Cycle Coaching
- Creating a Buying Perspective
- Early Cycle Sales Coaching
- Changing the Coaching Conversations
- Improving Your One-on-One Monthly Reviews
Session 5: Taking Action
Shape a Championship Strategy
- Setting a Breakthrough Goal
- Focus and Urgency
- Planning: Turing Dreams into Action
- Measuring Progress
Manage Boss & Career Strategy
- How can you keep growth of your territory?
- Management’s expectation from a sales manager
- Career growth strategy
- How can I differentiate from others?
Related Courses
This program will help the participants to understand the ...
Marketing/ Sales
Resource Person
Wahiduz Zaman
Head of Business Development
Mr. Wahid has more than 17 years of experience in multi-national and local healthcare industries in the areas of Strategic Marketing, Portfolio Management, Launch Readiness, Product Life Cycle Management, Sales Management, Business Development, Training & Organizational Development and Recruitment. Currently he is working in the leadership position in world largest Switzerland based pharmaceutical company.
He has been conducted 22 Leadership and coaching facilitation program of different parts of the world including USA, Europe, Middle East, Asia Pacific and Africa where 250+ global leaders participated. He is a certified coach of Leadership Circle Profile. He has been working with the Learning Bangladesh for developing online-based skill development programs. Locally he has experienced to conduct several training sessions in different topics where 500+ participants attended.
He has certified in the Strength Based Leadership under EXPLORE program aim at developing leadership skills and personal transformation from Naman Integrated Management Service Pvt. Ltd., India. He has attended Leadership Skill Building Program in Coaching Boot Camp by atrain – a Hong Kong based training academy.
Since 2014, he has been working on employees’ innate talent theme that transforms personal and professional development. He is pioneer in Bangladesh to design the course on Career Guidance for Pharmaceutical Industry for Beginners, Pharmaceutical Marketing Management Excellence and Strength Based Leadership.
He has attended training in several modules on Marketing Planning Excellence & Managing for Marketing Success and Successful Sales Management at Switzerland. He has trained on Negotiation Skills & Persuasive Force at Istanbul, Turkey. He has explored his capabilities attending a course on Consultative Selling Skill at Mumbai, India. He sharpens his thinking ability by joining a workshop on Design Thinking at KL, Malaysia. Recently he got trained on mind-set changing advanced level team building activities at Gocek, Turkey.
Nevertheless, he has attended various conferences all around the world including San Francisco & Chicago at USA, Australia, Austria, Italy, Spain, Czech Republic, Singapore, Thailand, Macao, Vietnam & Sri Lanka.
He has completed Executive Marketing Education under Marketing Champions Programme from INSEAD, world's leading and largest graduate business school, Fontainebleau France. He also acquired Advanced Certificate in Business Administration (ACBA) from IBA, University of Dhaka and AMDISA Secretariat, University of Hyderabad, India. At earlier he has obtained Master’s degree from Pharmaceutical Technology & Bachelor’s degree in Pharmacy from the University of Dhaka.
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