what was the training need?
Napp Pharmaceutical is a privately owned, global organisation who provide high quality medicines mainly in the fields of respiratory, inflammatory bowel disease, rheumatoid arthritis, pain management and oncology. Their approach to business has led to them becoming one of the most successful pharmaceutical companies in the UK. Recently launched a new product called Flutiform to be promoted to primary care.
Their training need:
- To move away from a patient centric sales process to one that is focussed on a commercial sales process which demonstrates a cost advantage to the NHS
- To work closely with the UK L&D team to create a ‘switch sell process’ that could enable to sales team to promote Flutiform
- To develop and deliver a Train The Trainer programme to facilitate the roll-out of the programme across the sales community
WHAT WE DID
Research and Assessment
Undertook a series of profiling days to assess the current sales process
Designed a 4 Step Sales Model based on Assertive Selling Skills
Created a series of ‘business simulations’ designed to enable ‘in the moment’ rehearsal and observe practice.
Introduced the concept of Insights Personality Profiling, diagnostic questioning and objection handling
using the R.U.P.C and A.I.R Model.
Introduced Cialdini’s 6 Principles of Influence
“BMS Performance conducted a thorough process of field research to enable them to design and deliver an effective Assertive Selling workshop and Train The Trainer programme that has now been cascaded to the entire sales force.”
Paul Hill, L&D Manager
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