Pharmaceutical Sales Training

 

 

We offer sales training programmes to help your teams thrive in pharmaceutical sales. Our sales training solutions are designed specifically to equip your sales team with the ability to navigate the complex healthcare market.

 

Pharmaceutical sales training services

Pharmaceutical sales training enables sales teams to sell healthcare products with the required level of knowledge and responsibility. 

Pharmaceutical sales is a unique niche within sales, given the nature of selling brand-new drugs and the importance of effective and reliable medical equipment. There is less margin for error than usual in the sales world, and an uneducated sale may actually have some severe implications. 

At Mentor Group, we aim to ensure that your pharmaceutical sales team actually has an in-depth understanding of what they’re selling, meaning you can rest assured knowing that you are providing safe and reliable solutions, all while watching revenue increase.  

The different types of pharmaceutical sales training

 

Pharmaceutical sales training is through Mentor Group can take a few different forms:

• Sales Performance Assessments - We feel it is important initially to identify the problems/areas for improvement, so that we can create a growth plan with these points as the focus. Our sales performance assessment is an online questionnaire which will provide both us and you with an overview of your pharmaceutical sales team.

• Sales Velocity Blueprints - Our sales velocity blueprint will offer you a start-to-finish map of your pharmaceutical sales process. This will vary from business to business, but it will likely begin with understanding the product with a level of clarity which might not be present in other areas of selling.
  
  It will also likely include some area of the sales process dedicated to adhering to regulatory guidelines present in the medical world. Having this blueprint will allow company-wide clarity of the entire sales process, and ensures every member of your team understands their responsibilities.

• Sales Management Systems - Mentor Group’s flagship solution which begins with critical consultancy and ends with industry specific, pharmaceutical targeted sales training, leaving you with noticeable and sustainable sales improvement.

• Sales Performance Coaching - A meticulously planned approach to ensure sales enablement specific to the pharmaceutical industry. We aspire also to equip your management team with the skills to coach too.
  
  In the pharmaceutical industry, this would likely be through helping management teams to understand the legal and ethical implications involved, as well as how to pass that on to the sales representatives. This helps to create an internal model of shared responsibility, which is a huge motivator for sales teams.

• Sales Customer Insights - We’re partnered with Cognis Consulting to offer our clients a brand new insights service which drives improved sales effectiveness. This allows us to focus salespeople on centering every action on what is important to pharmaceutical customers.
  
  We can offer our clients insight on this industry which otherwise they would not have access to. Work with Mentor Group today to understand the pharmaceutical sales industry better than any of your competitors. 
  
  

Challenges in the pharmaceutical sales industry

Pharmaceutical sales can be volatile and unreliable in ways that many don’t understand. Mentor Group understands that to provide value to our clients, we need to know the sector inside out. There are certain challenges in the pharmaceutical industry which sales training can help you to overcome. 

One such challenge is supply chain disruptions which can be caused by varying factors such as political instability or economic issues. Pharmaceutical sales training can mitigate the impact of these issues through enabling salespeople to cross sell and advise based on market data and enhanced product knowledge. 

Another challenge is that pharmaceutical companies need to adhere to a number of regulations for the safety of users. Without an in-depth understanding from each sales representative of what they are selling, there is the risk of mis-selling or simply losing sales. 

Perhaps the most industry specific challenge is the inaccuracy of sales forecasts. It is usually impossible to predict outbreaks of illness, for example, and our understanding of biology is evolving every day. This can lead to major spikes and dips in demand with almost no notice.

 

The benefits of sales training for the pharmaceutical industry

 

Sales training is beneficial in the pharmaceutical industry because it solves many of the commonly faced challenges specific to this sector. 

Pharmaceutical sales training can mitigate the impact of supply issues through enabling salespeople to cross sell and advise based on market data and enhanced product knowledge. 

To overcome the issue of insufficiently educated sales representatives running into compliance issues, pharmaceutical sales training can not only provide the required regulatory knowledge teaching immediately but also equip salespeople, teams and managers with the know-how to self-teach in future. This ensures that your team stays up to date with important legal information, following regulations closely. 

Sales training can help sales teams to deal with volatile sales forecasts but teaching resilience, and encouraging an adaptive mindset and approach to sales. In the pharmaceutical industry more than perhaps any other, it is so important that your sales team is ready for anything. Mentor Group will ensure that we offer training which means your representatives are ready for anything. 

To learn about how we will transform your sales team through effective pharmaceutical sales training, contact Mentor Group today.