Generating enough qualified opportunities to achieve revenue goals remains a persistent challenge for nearly all organizations today. However, by combining the use of modern business development methods with advanced market intelligence resources, sales teams can grow pipelines and exceed their targets.
While U.S. companies are spending billions on corporate sales training and technology – they’re not seeing a requisite increase in productivity.* In fact, annual quota attainment is on a five-year decline, which led us to ask: Why are so many companies suddenly finding themselves lost in the “Bermuda triangle” of sales training?
Regulatory change and industry consolidation have lead pharma companies to shrink their sales teams by 20% or more. This causes many to ask “Are healthcare sales representatives providing value in today's healthcare environment”?
At #LTEN2018 Sales Performance International and Philips Healthcare hosted an interactive workshop led by Director of SPI Health, Brad Ansley, SPI Senior Sales Consultant Nick Maslanka and Mandy Dunnuck, Director, Leadership Development & Selling Skills at Philips. Learn how SPI helped Philips establish a unified sales process across an entire sales organization in just 12 months.
“Everyone in the U.S. [pharmaceutical industry] is, if not contemplating, actively taking strategic efforts to either mitigate and/or attempt to bear the risk,” says Dr. Ploszay whose team leads global efforts to leverage digital disruption as an organic and inorganic growth opportunity.
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Sales Performance International surveyed nearly 800 sales managers and reps to better understand what they need in order to succeed in the coming year. One of the top needs for creating more demand is better lead quality. Quality Over Quantity When it comes to leads, Marketers are conditioned to believe