Case Study: A Major Pharmaceutical Company 3

Client Needed to Formalize Training Around Its New Selling Model

Client Needed to Formalize Training Around Its New Selling Model

Situation
A major pharmaceutical company had developed a new selling model and needed a formal training program to quickly educate its sales force. The training program was needed for 1,000 participants at all levels of the sales organization, including the sales leadership team, the regional business directors, and their sales representatives.

Solution
Maritz Learning recommended a multiple discipline training program with three components designed to build and keep momentum before, during and after the training.

An e-learning program was developed around the new selling model and a flash email with a link to the e-learning was sent out to the participants prior to the actual start date of the training. The e-learning module was a 30 minute tutorial that explained the model and its components.

The second component was a full day, non-branded workshop where participants reviewed every element of the sales model including case studies. It incorporated a hands-on practice session where participants had to mock the selling model. Sales discussions were built into the workshop to review product knowledge and sales delivery, and a custom selling device (iPod) was presented to help with the process.

The third component of the training was a 24/7/30 follow up regarding the training and the information shared at the training.

All of the materials for the training were printed and produced by Maritz and sent to the organization along with the files for future sessions. The training was conducted in four waves and was completed within a two month period.

• The first wave of training was presented to the VPS and Regional Managers in December 2007
• The second wave was completed the first week in January (train the trainer)
• The third wave was completed the second week in January to the District Managers to encourage coaching
• The fourth wave was completed the last two weeks in January to the Sales Reps throughout the organization

Results

• The sales organization found the training to be very helpful in communicating the new sales model
• Evaluations were well above 3 on a 4-point scale
• Participants particularly valued:
  • The opportunity to interact and practice with peers
  • The focus on the customer and customer needs
  • The move to consistency in the selling process 

The Client will continue to use the training courses and materials for future sessions.

For more information, please visit Maritz at www.maritz.com or call (877) 4 MARITZ.