Offerings
Need-Based Selling Skills
Duration: 3 Days
Target Audience: Medical Representatives & First-Line Managers
Participants per Session: 15 to 20
This workshop is designed to enhance the selling skills of medical representatives and first-line managers, enabling them to engage effectively with medical practitioners. Tailored for both newly recruited representatives undergoing induction and experienced professionals, it equips participants with the tools to drive impactful and results-orientated sales conversations.
Credentials:
Certified by Achieve Global International on selling skill modules, I have delivered this workshop, training representatives as Head of Training with Smith Kline Beecham. It has also been successfully implemented in Ranbaxy and Glenmark, establishing it as a proven and trusted program within the pharmaceutical industry.
Acquiring knowledge on disease and its management is critical to succeeding with your brand in a pharmaceutical company. It is equally important that the scientific communication with doctors is focused and based on the need and environment in which the doctors are practicing.
Need-based selling skills are not only internationally acclaimed selling skills but also enhance the chances of successful closing.
The selling skill model is unique in the sense that it does not promote transactional selling but consultative selling. The representative is perceived as a facilitator with complete knowledge of the product and the customer’s circumstances to help the doctor make an informed decision.
This approach helps build a long-term relationship with the doctor, leading to continuous and ongoing support for the multiple existing brands, and it helps the loyal doctor take up any new brand soon after the launch.
The doctor gets elevated from a prescriber to an advocate for your company and brands.
The workshop on consultative selling is conducted post-meeting with the stakeholders and the prospective participants. This enables customising the workshop using promoted brands and not delivering standardised modules to all.
Sales Coaching
Duration: 3 Days
Target Audience: First-Line Managers
Participants per Session: 10 to 12
This workshop is designed to equip first-line managers, both newly promoted and experienced, with the skills to provide real-time coaching during joint field visits. By teaching effective coaching techniques, the program aims to boost the productivity and conversion rates of representatives, driving stronger team performance and enhanced sales outcomes.
Credentials:
Certified by Achieve Global International on sales coaching modules, I have successfully delivered this programto regional managers at Smith Kline Beecham, Glenmark, and other pharmaceutical companies. It has reputation for creating high-performing sales leaders.
Sales Coaching
Duration: 3 Days
Target Audience: First-Line Managers
Participants per Session: 10 to 12
This workshop is designed to equip first-line managers, both newly promoted and experienced, with the skills to provide real-time coaching during joint field visits. By teaching effective coaching techniques, the program aims to boost the productivity and conversion rates of representatives, driving stronger team performance and enhanced sales outcomes.
Credentials:
Certified by Achieve Global International on sales coaching modules, I have successfully delivered this program to regional managers at Smith Kline Beecham, Glenmark, and other pharmaceutical companies. It has reputation for creating high-performing sales leaders.
The most common challenge faced by the Pharma companies is the First line managers acting as glorified Medical representatives while jointly working with their medical representative. often we find the first line Managers taking over from the Medical Representative during a Doctors call demonstrating the right way of selling inside the clinic to his or her representative. As the saying goes
“ You fish for someone and you feed him once , if you teach fishing , you ensure food for the person for a life time “
While the above is true in terms of developing the Representative to be able to close sales successfully call after call ,the behaviour of the manager as mentioned above is also detrimental to the organisation as the purpose of recruiting a first line manager to develop multiple territories and personnel is defeated
The sales coaching workshop is focussed on identifying the appropriate role of the first line manager during the field work and prepares him to coach his representative adding value to his calls instead of replacing him inside the clinic and developing a mindset in the representative to succeed with most of his Doctors call after call and achieve revenue targets through consistent flow of Prescriptions .
Benefit Selling
Duration: 1 Day
Target Audience: PMT (Product Management Team), First-Line Managers, and Medical Representatives
Participants per Session: 15 to 20
This workshop focuses on enhancing the communication skills of sales and marketing teams, enabling them to deliver impactful and concise brand messages to medical practitioners. The Product Management Teams (PMT) will learn to craft clear and succinct brand communication while sales teams align their message delivery for consistency and effectiveness. The program can also be tailored specifically for either PMT or sales teams, ensuring a sharp focus on role-specific communication needs.
Credentials:
An internally designed program, it has been successfully implemented for medical representatives and product management teams. I have trained representatives at Smith Kline Beecham, followed by professionals at Alkem and Ranbaxy, demonstrating its widespread impact and proven results.
Behaviour Management and Handling Low Performance
Duration: 1.5 Days
Target Audience: First-Line Managers (FLMs)
Participants per Session: 10 to 15
This workshop is tailored for both newly promoted and experienced first-line managers, focusing on strategies to maximise the performance of medical representatives. It equips managers with tools and techniques to keep their teams motivated while driving consistent deliverables. The program emphasises effective behaviour management, enabling managers to address low performance constructively and foster a positive work environment that enhances productivity.
Credentials:
I have successfully conducted this program for various pharma companies, demonstrating effectiveness in leadership development and performance management.
Behaviour Management and Handling Low Performance
Duration: 1.5 Days
Target Audience: First-Line Managers (FLMs)
Participants per Session: 10 to 15
This workshop is tailored for both newly promoted and experienced first-line managers, focusing on strategies to maximise the performance of medical representatives. It equips managers with tools and techniques to keep their teams motivated while driving consistent deliverables. The program emphasises effective behaviour management, enabling managers to address low performance constructively and foster a positive work environment that enhances productivity.
Credentials:
I have successfully conducted this program for various pharma companies, demonstrating effectiveness in leadership development and performance management.
Brand Planning Process
Duration: 2.5 Days
Target Audience: Product Management Teams (PMT) and Marketing Managers
Participants per Session: 10 to 12
This comprehensive workshop equips the existing brand management team and marketing managers with a structured approach to the Brand Planning Process. It focuses on evaluating current brand plans, enhancing their effectiveness, and guiding teams through a complete brand planning framework. Participants gain hands-on experience in developing business cases, including portfolio analysis, market share projections, and marketing strategies.
Credentials:
I have successfully conducted this program for product management teams at Smith Kline Beecham and Sun Pharma, training marketing professionals. Additionally, as a consultant, I prepared detailed business cases and marketing plans for Leo Pharma (Denmark) and Encube, ensuring actionable insights for real-world application.
In my last 3 decades of experience in pharmaceutical industry , I often came across standardised marketing protocol followed by many which included typical promotional aids such as VA/ Samples / Reminders / CMEs and periodical visits of the Medical representatives to select list of Doctors . if anything the outcome of such marketing practices is below average to average revenue generation with static or declining market share
It may not require absolute turn around in our approach but thoughtful modifications based on Deeper analysis of market , competition and the customer . Required primary and secondary data collection coupled with meaningful interpretation of the same is important because Excess data available on click of the button at times clutters our thought and thus interferes with the ability to take right decision. Market dynamics are changing so fast that what worked yesterday can not be extended for the future growth
It is very thoughtfully created 3 day workshop on stepwise approach to market and marketing which helps the Product Management team use the right data and tools to analyse the current situation . It helps identify next steps based on the logic and data and also use customised and apt tools for each of the brand’s promotion which differ depending on the market dynamics and resources available eventually leading to building and growing brands to it full potential
Consultation
I offers comprehensive advisory and consultation services tailored to enhance your business strategy and drive growth. With a wealth of industry experience, my expertise spans over multiple critical areas, ensuring your business achieves its full potential.
Core Areas of Consultation: Business case for the new division and additional therapy
- Portfoilio analysis and recommendations
- Setting product wise and overall business
- Manpower analysis and recommendations
- HCP coverage
- Marketing plan and objectives Vis-à-vis a competitive landscape
- Promotional budgeting
With a focus on actionable insights and measurable outcomes, my freelance consultation services are designed to address your unique business needs and help you stay ahead in a competitive.
Consultation
I offers comprehensive advisory and consultation services tailored to enhance your business strategy and drive growth. With a wealth of industry experience, my expertise spans over multiple critical areas, ensuring your business achieves its full potential.
Core Areas of Consultation: Business case for the new division and additional therapy
- Portfoilio analysis and recommendations
- Setting product wise and overall business
- Manpower analysis and recommendations
- HCP coverage
- Marketing plan and objectives Vis-à-vis a competitive landscape
- Promotional budgeting
With a focus on actionable insights and measurable outcomes, my freelance consultation services are designed to address your unique business needs and help you stay ahead in a competitive.
Let’s Build Your Success Story
Looking to upskill your team or redefine your career path? My expertise and insights can guide you toward unmatched success. Take the first step in transforming your professional journey—book a free 20-minute consultation today!