DRIVEADVICE PROPOSITION
23
ADVICE Your Solution to Sustained Sales Force Capability Enhancements D R V E
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Transcript of DRIVEADVICE PROPOSITION
ADVICEYour Solution to Sustained Sales
Force Capability Enhancements
D R VE
D R VETraining Improves Performance
Focus on the Key Matters
Keep the Right Structure
Use Real Experience
Sustained Capability Improvements
D R VETraining Improves Performance
Focus on the Key Matters
Keep the Right Structure
Use Real Experience
Sustained Capability Improvements
Right Target & Right Frequency, with
Right Knowledge, Skills & Attitude
Sales Force
>55%OF TOTAL WORK FORCE
Communication Channel Investments
Every Customer Interaction Counts!
Why investing in sales force capabilities
What happens if peopleare trained and leave!
What happens if people are not trained and stay?
CFO
CEO
Better Skills, Higher Performance
Baseline
Post Training
1
2
3
4
Bottom regions cluster Average regions cluster Top regions cluster
Bra
nd
Pe
rfo
rma
nce
(e
.g. Δ
Ma
rke
t S
hare
)
Sk
ills
Le
ve
l
D R VETraining Improves Performance
Focus on the Key Matters
Keep the Right Structure
Use Real Experience
Sustained Capability Improvements
CustomerInteraction
CoachingBusinessManagement
Recruitment&
Selection
Segmentation&
Targeting
PerformanceManagement
Key Matters
D R VETraining Improves Performance
Focus on the Key Matters
Keep the Right Structure
Use Real Experience
Sustained Capability Improvements
The ‘let’s have a training’ process
ISSUEIDENTIFIED
TRAININGDELIVERED
OBSERVATIONSBRIEFED
identify your ambition level
include right materials, tools & processes
involve the right audience and advocates
plan how to maintain momentum
plan to measure change and impact
Sustainability requires more!
ISSUEIDENTIFIED
TRAININGDELIVERED
OBSERVATIONSBRIEFED
PROCESS & TOOLS
COMPANY READINESS
SKILLS & ATTITUDE
PEOPLE READINESS
First things first
DR I VEDIAGNOSE REVIEW INITIATE VERIFY EMBED
Customising Design
Measuring Impact
Delivering Training
Following Through
Setting Ambition Level
The Journey towards Real Impact
DR I VEDIAGNOSE
Assess current tools, processes and
skills versus ambition levels
Design Journey details, incl. Project
Teams setup and Program Advocates
Ensure Senior Leaders approval and
project prioritisation
Assess to understand
DR I VEREVIEW
Prepare Project Team - familiarisation
concepts and project objectives
Create and customise program &
content, presentations, exercises, case
studies and guides
Prepare enhanced Tools & Processes
Tailor to apply
DR I VEINITIATE
Prepare Facilitators - Train the Trainer
Workshops
Roll Out in cascaded top-down
format, from National Sales to Sales Rep
Create immediate post course Action
Plans and follow through immediately
Practice to motivate
DR I VEVERIFY
Monitor implementation quality of
individual & team Action Plans and Tools
Set up Follow-up days to share
improvements or additional Best Practice
Measure applied skills versus ambition
levels and sales performance
Monitor to celebrate or correct
DR I VEEMBED
Install regular Quality Assessments
Launch communication tools and
platforms
Prepare for next steps
Communicate to maintain
D R VETraining Improves Performance
Focus on the Key Matters
Keep the Right Structure
Use Real Experience
Sustained Capability Improvements
Over 20 years experience in international
pharmaceutical sales, marketing, training & development
‘Sales Force Training, aiming at sustained capability enhancement, is a Journey, that starts from thorough assessment and solution building, followed by focussed follow-up and impact measurement, proving it’s worthwhile investments’
About Vincent M. Verschuren
Senior Leaders Support providing
appropriate and timely project prioritisation
and endorsement
Mutual understanding of the project
scope, roles & responsibilities between to
quick & fruitful cooperation
Cross functional Experts supporting the
Journey throughout as local advocates
further building capabilities
Key Success Factors by experience
Cascaded roll out provides consistency
and knowledge & skills to thoroughly
support and follow up
Maximum material customisation
increases understanding and speed of
implementation
Clear individual and team post course
roll out plans will ensure the required
follow up of implementation
Key Success Factors by experience
