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.
An agile sales process is necessary for companies entering a rapidly changing industry such as healthcare. Digital is changing almost every aspect of healthcare including pharmaceutical manufacturing and distribution.
As a global leader in sales training and performance improvement for nearly three decades, we’ve reached the conclusion that sales organizations need to fundamentally re-think their approach to performance improvement initiatives.
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 growing accounts is better content to improve executive-level selling skills and better content to support cross-selling and upselling. The Executive