Pharma Sales Trainer
2
Anup Soans - Author, Speaker, Facilitator and Editor at MedicinMan Page 1 of 2 Anup Soans 1. SuperVision for the SuperWiser Front-line Manager A mini-MBA for Pharma Front-line Managers focusing on Managerial Competence and Emoonally Intelligent Leadership. 2. HardKnocks for the GreenHorn A Starter Kit for Medical Reps on their Roles and Responsibilies 3. Repeat Rx Creang Trust and Building Relaonships with Doctors to Generate Repeat Rx - A Skill Cerficaon and Competency Building Program The Half-Time Coach A Customized, Psychometrics-based Program for Pharma Managers. Email: [email protected] Mob: +91 93422 32949 Website: www.medicinman.net Author Facilitator Module 1: Managing Self for Personal Effecveness. Module 2: Leading People and Developing People. Module 3: Raising the Bar of Performance by being a Performance Coach. Module 4: Sales Change Management. This and other customized programs have been delivered to the medical reps and field sales managers of Allergan, BBraun, Biocon, Carl Zeiss, GSK, Merck, Novars, Tablets India and others. The books have been used as Learning and Development tools by all the top pharma companies like Abbo, Allergan, Astra Zeneca, Apex, Akumens, B. Braun, Biocon, Centaur, Eisai, FDC, German Remedies (Cadila HC) Himalaya Drugs, GSK, Novars, Sun Pharma, Tablets India, UCB Pharma, Wockhardt and others. Connect with Anup Soans on Social Media where he regularly interacts with pharma professionals for their Learning and Development. *Sales managers who thrive in today’s marketplace are adept at sales change management. Sales change management is defined as the ability to connuously drive results through others in a dynamic, ever chang- ing environment. The cause of the change is not im- portant. Whatever the cause - new competors, price wars, employee turnover, mergers, revised territories, addional regulatory demands, new strategic direc- ons, etc., effecve sales change managers deliver the expected outcome.
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I edit MedicinMan, India’s 1st Online Magazine for Field Force Excellence – A learning and development and career advancement resource, read by over 40,000 pharma professionals. MedicinMan completed one year in June 2012 and this was celebrated with India’s first -of-its-kind Field Force Excellence program FFE 2012 attended by over 80 executives from sales, marketing, HR, training and SFE from 24 companies.I wrote “HardKnocks for the GreenHorn” based on my own experience of being pushed into field sales without any training or orientation. HardKnocks for the GreenHorn is an ideal starter-kit for any Medical Rep when he just joins the profession or the company. That’s the time he is most receptive to learning. After a few months of being knocked around he forms his own opinion of what works and what does not work and his mind is closed to any new learning.The same is true about Front-line Managers. They need to immerse in learning about their new role, which has nothing to do with what got them promoted. “What Got You Here Won’t Get You There” says the title of one of the best leadership books by Marshall Goldsmith.I wrote “ SuperVision for the SuperWiser Front-line Manager” for first time managers. It is an ideal learning and development resource for any aspiring Medical Rep or newly promoted manager to prepare for his future role. Senior managers responsible for field force excellence will benefit by reading and using these two books to align their field force and achieve commercial excellence.My third book Repeat Rx is for professionals involved in customer-facing roles and for Sales Training/HR/SFE managers to understand - How to develop individuals from Amateurs to Achievers through a process of Calling>Connecting>Consulting>Collaborating.I also conduct skill development and behavioral programs from entry level to senior management based on need assessment and objectives/desired outcomes of the company. Psychometrics is an essential tool to understand oneself and understanding self and others can bring about behavioral changes needed to succeed as teams.
Transcript of Pharma Sales Trainer
Anup Soans - Author, Speaker, Facilitator and Editor at MedicinMan
Page 1 of 2
Anup Soans
1. SuperVision for the SuperWiser Front-line Manager A mini-MBA for Pharma Front-line Managers focusing on Managerial Competence and Emotionally Intelligent Leadership.
2. HardKnocks for the GreenHorn A Starter Kit for Medical Reps on their Roles and Responsibilities
3. Repeat Rx Creating Trust and Building Relationships with Doctors to Generate Repeat Rx - A Skill Certification and Competency Building Program
The Half-Time Coach A Customized, Psychometrics-based Program for Pharma Managers.
Email: [email protected] Mob: +91 93422 32949 Website: www.medicinman.net
Author
Facilitator
Module 1: Managing Self for Personal Effectiveness.
Module 2: Leading People and Developing People.
Module 3: Raising the Bar of Performance by being a Performance Coach.
Module 4: Sales Change Management.
This and other customized programs have been delivered to the medical reps and field sales managers of Allergan, BBraun, Biocon, Carl Zeiss, GSK, Merck, Novartis, Tablets India and others.
The books have been used as Learning and Development tools by all the top pharma companies like Abbott, Allergan, Astra Zeneca, Apex, Akumentis, B. Braun, Biocon, Centaur, Eisai, FDC, German Remedies (Cadila HC) Himalaya Drugs, GSK, Novartis, Sun Pharma, Tablets India, UCB Pharma, Wockhardt and others.
Connect with Anup Soans on Social Media where he regularly interacts with pharma professionals for their Learning and Development.
*Sales managers who thrive in today’s marketplace
are adept at sales change management. Sales change
management is defined as the ability to continuously
drive results through others in a dynamic, ever chang-
ing environment. The cause of the change is not im-
portant. Whatever the cause - new competitors, price
wars, employee turnover, mergers, revised territories,
additional regulatory demands, new strategic direc-
tions, etc., effective sales change managers deliver the
expected outcome.
Anup Soans - Author, Speaker, Facilitator and Editor at MedicinMan
Page 2 of 2
MedicinMan - India’s 1st Magazine dedicated to Field Force Excellence in Healthcare.
MedicinMan was started by Anup Soans to cater to the Learning and Development
needs of healthcare sales professionals. It is published monthly and is freely available
for download. MedicinMan reaches over 40,000 pharma professionals in India and
abroad. Visit the website for more: www.medicinman.net
Editor
Speaker Anup Soans is a speaker at several national and international conferences and seminars.
Most recently he was the lead faculty at Pharma Sales Force Effectiveness and Automation
organized by UBM in Mumbai and Colombo, Sri Lanka. MedicinMan also hosts Field Force
Excellence (FFE) and Brand Drift - 2 premier conferences for pharma focused on Field Force
and Pharma Brand Management Excellence respectively.
Bio My passion for developing people became a profession when I began work with Crestcom International
as a Facilitator of their globally recognized MDP and LDP programs. Prior to that I began my career as a
Medical Rep, Oncology Product Specialist and Front-line Manager in Pharma and Devices.
It was during my stint as a Facilitator for the internationally renowned “Bullet Proof Manager” program
and later with BlessingWhite, and Psytech that I gained insight into the fundamentals of Learning and
Development - training, facilitating and coaching to bring about transformational learning that leads to
change in behavior and adoption of new skills.
I have been an L & D program facilitator for entry level professionals to CEOs across industries from
2004. To supplement the practical understanding with theoretical framework, I went back to school to
complete a fulltime MBA program in HRM at age 46 in 2007.
Prior to L & D, I was into Medico-Marketing/CME and worked with all major pharma/devices companies
in developing promotional inputs and conceptualizing and executing medico-marketing campaigns as
Executive Director and COO of IJCP Publications. Later, I was Vice President of Quintessence Sciences,
the world’s largest knowledge management and publisher for dental surgeons.
