Pharmaceutical Sales Leadership Excellence training centre in Bangladesh

New

Pharmaceutical Sales Leadership Excellence

  • Date : 30 - 31 July 2021
  • Duration : Day(3.00 PM-6.00 PM)
  • No. of Classes/ Sessions : 2 Sessions
  • Class Schedule : Friday & Saturday
  • Total Hours : 6
  • Last Date of Registration : 28 July, 2021 ( within 5pm )
  • Venue : Online Virtual

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 session

Contents of Training:

Session 1: Introduction & Basic Skills

Industry, 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?

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Understanding how Brand Works

Marketing/ Sales
- Direct supervisors (Field Manager, Area Sales Manager, Territory Manager)
- Senior managers (Regional Sales Manager & Sales Manager) are required to achieve results through a sales team.
- Senior Medical Information Officer who is about to assume sales management responsibilities.
- Executives of the product management department would like to understand the sales management responsibilities.

Resource Person

Wahiduz Zaman

Head Commercial & Value Creation

Currently, he is working in a leadership position in the world's largest Switzerland-based pharmaceutical company.

He has been engaged in Leadership and coaching facilitation program in different parts of the world including Europe, the Middle East, Asia Pacific, and Africa. He is a certified coach of Leadership Circle Profile. He has certified in the Strength-Based Leadership under EXPLORE program aimed at developing leadership skills and personal transformation at Dehradun, Delhi & Mumbai in 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 a pioneer in Bangladesh to design the course focused on the strengths of individuals.

He has attended training in several modules on Marketing Planning Excellence & Managing for Marketing Success and Successful Sales Management in Switzerland. He has trained in Negotiation Skills & Persuasive Force in Istanbul, Turkey. He has explored his capabilities by attending a course on Consultative Selling Skill in Mumbai, India. He sharpens his thinking ability by joining a workshop on Design Thinking at KL, Malaysia. Recently he got trained on mindset-changing advanced level team building activities at Gocek, Turkey.

Nevertheless, he has attended various conferences all around the world including San Francisco & Chicago in the 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, the world's leading and largest graduate business school, Fontainebleau France. He also acquired Advanced Certificate in Business Administration (ACBA) from IBA, the University of Dhaka, and AMDISA Secretariat, University of Hyderabad, India. At earlier he has obtained a Master’s degree in Pharmaceutical Technology & a Bachelor’s degree in Pharmacy from the University of Dhaka.

Live screen sharing, Q/A session