How to: Use the Tools & Resources Needed to Fine-Tune your Sales Leadership (Part 2)


Given the ever-changing nature of the Sales training function in the pharmaceutical industry, leaders must often re-evaluate their sales effectiveness. Keeping the entire sales force up-to-date on new changes that are constantly affecting Sales Force effectiveness may seem like a daunting task. On top of this, leaders are also bringing on new hires and having to bring them up to speed on current Sales practices.

Don’t fret though! –By becoming familiar with the tools needed to maintain a well-oiled sales leadership machine, new trainees can come up to speed quicker and will be hitting their sales goals in no time.

Provided below is part 2 to Sales Leadership Excellence. This checklist consists of important ideas to keep in mind when finding ways to maintain efficiency in your sales program.

☑ Keep up-to-date with the latest training technologies & trends

While maintaining face-to-face training opportunities is still critical, training via mobile devices is increasingly gaining popularity in many departments. The implementation of virtual classrooms and mobile device delivery are two of the quickest growing trends in training in the pharmaceutical industry. Some companies are even providing as much as 60% of their training virtually. The shift to training via technology is increasing; however, only 18% of the core training is delivered via iPad and iPad-Type devices. While these can be pricey investments initially, keeping up with current technology is essential and can lead to more effective training in the long run.

☑  Measure Training Effectiveness & Act on Results

Training tactics & goals may vary based on company, but making sure that the training is as effective as it can be is a universal goal. Finding a way to quantify the quality of your sales training functions using metrics can be extremely beneficial to improving the function. One way to quantify training would be to examine the percentage of new sales rep hires that are achieving their first-year sales goals. Other metrics that can be used to determine training quality include trainee satisfaction, role-play certification, and formal feedback from management. This makes it must easier to learn the areas of training that need improvement. Leaders should use these results to evaluate and improve the effectiveness of their training program.

☑ Provide Post-Training Reinforcement Programs

Continuous learning is beneficial to not only trainees, but also to existing sales reps. Recent economic and industry changes are driving an increased focus on providing advanced training and development for existing sales force managers and reps. The industry is not growing as quickly as it used to be, so investing more time in post-training reinforcement for all employees is becoming more and more critical to success. Training is a continuous process that is beneficial to all employees.

Remembering to keep these tips & tricks in mind and keeping up with the current trends & technologies infiltrating the sales leadership function, can help you to excel in your sales leadership training!

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