Pharma Sales Accelerator

S A L E S

Transforming the Way Pharma Companies Sell

rs B u y W h y C u s to m e
Physician Sat isfaction
SALESPERSON ICS CHARACTERIST
Characteristics Place Salesperson here Characteristics cards cards here

R A T O R A C C E L E

The Evolution

of Sales in Ph

arma
Place Evolution of Sales in Pharma labels here

Place Evolution

of Sales in Pharma

labels here

Place Salesperson

Place Salesperson

here Characteristics cards

Place Evolution

of Sales in Pharma

labels here

Overview
The pharmaceutical world has seen massive changes in Sales Best Practices decade. Economic the last factors, regulatory reforms and structural imbalances have reduced the ability of PL pharmaceutical representatives AN add value to and build credibility in their interactions with Healthcare Professionals (HCPs). Now, in the wake of this change, Pharma companies are transforming the way they sell. Leading players are beginning to adopt business-tobusiness sales techniques that significantly alter the way pharma reps interact with HCPs in order to help HCPs achieve their desired patient outcomes.
What you do befo a sales call re
e Customers Practic Understand the rather than ers point of view Learn the custom your products. just focusing on Execute a Plan rather than just from a sales plan Create and work ding to events. reacting and respon y ts Network Broadl , practices, and accoun Manage relationships ing each customer s cards here Sales Best Practice Place manag rather than just interaction.

Sales Transformation

through advanced questioning techniques rather than just asking about ERACTION CUSTOMER INT product needs CLOSE ENGA Bring new GE insights about the customers DISCOVER prescribing cycle to each customer interaction rather than just presenting information about the products Earn trust by partnering with the customer to achieve patient outcomes rather than just trying to obtain loyalty by creating a social relationship Articulate the true value of your solutions rather than focusing on access or competition Focus consistently on moving customers Applying years of research and experience forward in their prescribing process with leading pharma companies, BTS has rather than just trying to close at the end developed the Pharma Sales Accelerator, of your sales cycle a dynamic experiential-learning program The Program at a Glance designed to help salespeople implement this The Pharma Sales Accelerator improves new approach to selling. Salespeople will customer understanding in the evolving focus on eight sales best practices: market, accelerates application of best practices related to the sales process, and Learn the customers whole practice introduces high-impact sales questions point of view and what he/she values that connect product and service needs rather than just focusing on the products to the customers desired business results. Create a sales plan and work from it Embracing the principles of both experiential rather than just reacting and responding and action-based learning, the two-day to events program begins with a series of map Manage relationships, practices and based exercises and ends with a custom accounts rather than just managing simulation. This comprehensive experience each customer interaction enables participants to better understand the Deeply explore HCP priorities, desired changing marketplace and practice real-world outcomes and individual interests decision making in a risk-free environment.
rmine How you dete value what customers te the How you articula rings value of your offe How you advanc e the sale
onal Thinking Challenge Traditi er interaction s to each custom Bring new insight ation about presenting inform rather than just your products. Create Value ns to the value of your solutio Articulate the true access or than focusing on customerrather competition. consistently ibing Process Focus Advance the Prescr prescribing ers forward in their on moving custom close at the end than just trying to processrather your sales cycle. of explore HCP Interests Deeply Uncover Stakeholder her than just ual interestsrat priorities and individ t needs. asking about produc Build Trust er to ring with the custom Earn trust by partne trying esrather than just achieve patient outcom g a social relationship. by creatin to obtain loyalty
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Sales Accelera

tor M SA

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Pharma Sales Accelerator

Map-Based Exercises Set the Foundation
Map One: Selling in Todays Changing Marketplace Examine customer conversations today Understand how customer expectations for pharmaceutical salespeople have changed Introduce the evolution of sales in Pharma Assess performance against the eight sales best practices Map Two: Plan Your Interactions Explore HCP trends/business priorities Identify phases of the HCPs prescribing cycle Identify what HCPs need at each phase of the prescribing cycle to move to a decision Align rep sales cycle with the HCP prescribing cycle Map Three: Discover the Value of Your Interactions Enhance customer interactions by tying solutions to customer priorities Learn and apply the ROPE advanced questioning model to focus interactions on what HCPs care about Use high-impact questions to engage customers in a dialog Map Four: Engage Your Customers Demonstrate expertise, experience or understanding of the HCPs practice in framing questions Plan future conversations by completing a Value Map, a method of focusing on the unique value each HCP can expect from using the product or service Map Five: Advance the Prescribing Process Close at each phase of the HCPs prescribing cycle by satisfying customer needs and understanding risks Use sales best practices in Pharma to identify personal development needs

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Pharma Sales Accelerator

A Customized Simulation Brings the Pieces Together
Now that participants have a deeper understanding of whats caused the immense changes in the marketplace and are armed with the knowledge and tools to transform their sales techniques, a customized business simulation brings the pieces together and reinforces key learnings. The business simulation allows teams to participate in a scenario that utilizes real-world competitive dynamics while providing instant feedback. Decisions made by one team have a direct impact on the other teams results, creating an engaging and competitive environment. The blend of curriculum content and customized simulation offers participants a risk-free opportunity to test out a range of relevant strategies that drive selling decisions. Audience The intended audience is all Pharma sales and account professionals. A best practice is for managers of the salespeople to participate in the premeeting, and attend and coach during the program. Implementation and Customization To maximize relevance for the participants and speed application of the skills developed during the program, several elements of the Pharma Sales Accelerator are customized to the clients business and strategic priorities. Customization includes the sales cycle as well as examples of out-of-sync selling and buying cycles. The research packet used during the pre-call planning activity is tailored. A variety of practice cases are also customized. To achieve maximum impact, the recommended implementation process includes prework, a pre-meeting with managers, the workshop and rigorous postprogram coaching.
BTS is the world leader in accelerating strategy execution, ensuring the client workforce is aligned, has the right mindset, and has mastered the capabilities needed to deliver superior execution. BTS leverages customized business simulations and targeted experiential learning initiatives to help clients achieve better results, faster.

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