Pharmaceutical Companies

At Forcefield Training we understand the current challenges facing Pharmaceutical sales representatives and managers and equip delegates with the skills needed to overcome these challenges successfully.

Doctors are increasingly prescribing from PCT formularies or restricted lists. This, with General Practitioners’ resistance to sales representatives’ visits, has focussed selling at higher levels. Representatives must promote their portfolios to more commercial decision makers in a complex buying environment. At Forcefield Training we enable delegates to understand these decision making pathways ensuring they contact the right people.

Representatives need to demonstrate they understand the challenges of medical professionals, business managers and procurement managers and tailor their solution accordingly. Forcefield Training shows representatives how to work with customers to create these solutions and by doing so add value to their solution.

Increasing competition in the industry and a decrease in the size of many sales forces means representatives need to work more efficiently to develop business. Forcefield Training focuses delegates by teaching them to identify target accounts, identify key decision makers and develop account strategies and plans.

As part of providing tailored solutions, the traditional presentation on clinical studies is no longer as effective. Rather, delegates should present benefits that meet the changing demands of this market. We show delegates how to deliver engaging presentations and facilitate effective discussions.

Managers in the Pharmaceutical Industry have to respond to this increasingly competitive market with creative sales strategies. At Forcefield Training we show managers how to design strategies that achieve their goals. We also train managers how to give direction and coach their sales people so their sales strategy is implemented successfully.