Pfizer

PHARMACEUTICAL AND HEALTH CARE

Driving sales effectiveness and business performance

Challenge

Pfizer wanted to increase its sales effectiveness by developing the sales skills of its sales representatives and sales managers.

Results

The Sales Effectiveness Program was designed to include:

Problem-driven development

• We focused on topics of shared interest where concrete improvements were needed. The problems selected for the program were those nominated by sales managers as being of pressing concern. The aim of the development program was to share ideas that can create an understanding of fundamental problems and generate practical outcomes that will lead to immediate performance improvement.

Cascading impacts on sales management and performance improvement

• Based on the development needs that have been all highlighted at the above-mentioned phases, we have developed a complex learning management system and a wide portfolio of e-learning courses.

Sales representatives that need to upgrade competencies have seen that help was immediately available; their leaders and managers could get as involved in the process as they wished, and gained comfort with the fact that the action-orientation itself brought bottom line benefits to the learning and development process.