Contact Center Solutions Featured Article

Pharma Sales Training Program Released by Total Learning

September 05, 2008

Total Learning Concepts, a training content company, has introduced an interactive training guide - Introduction to Pharmaceutical Sales - for sales representatives who are new to the pharmaceutical and biotech industry.
 
Introduction to Pharmaceutical Sales: A Guide to Selling Within The Pharmaceutical Industry "provides a comprehensive primer for understanding and selling within the biopharmaceutical marketplace," company officials say, adding that the learning suite "includes two interactive modules that use Total Learning Concepts' serious-gaming technology platform: The U.S. Pharmaceutical Industry and Pharmaceutical Sales Overview."
 
"The biopharma industry has its own unique language and culture," said Dr. Glen Low, Director of e-Learning Strategies for Total Learning Concepts. "It is a different kind of sell from other business-to-business or customer-based selling. New hires from outside the industry need to be able to communicate at an expert level to healthcare providers with years of education in a highly specialized field."
 
Sales representatives new to the biopharma industry "need to be assertive in an environment where physicians are busy with patients," added Dr. Low. "They also must be aware of managed care prescribing decisions, and limitations physicians may have in selecting treatments and products."
 
Learners compete in a "fun, engaging Challenge Arena" at their own pace and according to their individual availability for training. Each learning initiative can be monitored by managers, sales trainers, and the marketing department with the system's QDashboard learner analytics engine.
 
The company has developed customized training materials used to launch more than 90 pharmaceutical products worldwide.
 
In July, sales force effectiveness in the global pharmaceutical industry was the subject of Eularis's report "Pharmaceutical Sales Force Effectiveness Metrics: Are You Measuring the Wrong Things?"
 
The report finds that while sales forces represent the largest spend in pharma sales and marketing, "return on this investment has declined sharply in recent years."
 
Written for CEOs, marketing executives and sales executives, this research project examines market data and case studies and reports that "the very metrics currently being used to assess sales force effectiveness are in fact the ones causing its decline."
 
Focusing on the pharmaceutical industries in the United States, Europe and Japan, the report dissects these current metrics and their limitations, and then offers updated metrics which, according to the report's authors, "can help solve the declining effectiveness crisis."
 
A pharmaceutical organization's spending on sales force is second only to research and development, said the author of the report, Dr. Andree K. Bates, president of Eularis: "Better metrics must be used to measure both the effectiveness and financial impact of this very significant budget element because the current measurements used by most top pharma today actually contribute to the decline in effectiveness of the field force."
 
Mark your calendars for INTERNET TELEPHONY Conference & EXPO — the biggest and most comprehensive IP communications event of the year.  ITEXPO (News - Alert) will take place in Los Angeles, California, September 16-18, 2008, featuring three valuable days of exhibits, conferences, and networking opportunities you can’t afford to miss. Register now!

David Sims is a contributing editor for TMCnet. To read more of David's articles, please visit his columnist page. He also blogs for TMCnet here.

Edited by Stefania Viscusi

Article comments powered by Disqus

Related Contact Center Solutions Articles

Interactive Intelligence Celebrates 20th Anniversary

For most of the members of the Contact Center Solutions Community, it might be hard to remember a time when our community host Interactive Intelligence was not a significant player in the industry. However, as someone who has been around a bit longer, it seems like only yesterday that I started becoming intrigued with the activities of this company, which chose as its headquarters the unlikely location of Indianapolis, IN. [ Read More ]
12/19/2014

Spoken Communications to Power Avaya Hybrid Cloud Solution for Contact Centers

Avaya adds hybrid option for contact center transformation powered by Spoken Communications. [ Read More ]
12/19/2014

WebRTC Support on SIP PBX Highlights use for Omnichannel Interactions

2015 is going to highlight how and why WebRTC, SIP and Contact Centers are perfect together. [ Read More ]
12/19/2014

HHS Teams with Monster, Peer.org and Higi to Assist in Affordable Care Act Open Enrollment

The Health and Human Services Department (HHS)is using popular websites to spread word on open enrollment period. [ Read More ]
12/19/2014
Subscribe here for your FREE Contact
Center Solutions
enewslettter.

Events

Weekly Live Demo
Contact Center Solutions

Register Today!


Weekly Live Demo
CaaS Small Center

Register Today!