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DRIVEADVICE PROPOSITION

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This document discusses sustaining sales force capability improvements through ongoing training and development. It emphasizes assessing current skills and processes, customizing training programs, and measuring impact. Key steps include diagnosing needs, reviewing solutions, initiating training, verifying implementation of action plans, and embedding skills long-term. Sustained capability enhancement is a journey that requires thorough preparation, focused follow-up, and proving the value of investment through performance impact. Senior leadership support, cross-functional experts, customized materials, and clear post-training plans are cited as critical success factors.

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D R VE ADVICE Your Solution to Sustained Sales Force Capability Enhancements
Sustained Capability Improvements D R VE Training Improves Performance Focus on the Key Matters Keep the Right Structure Use Real Experience
Sustained Capability Improvements D R VE Training Improves Performance Focus on the Key Matters Keep the Right Structure Use Real Experience
Communication Channel Investments Sales Force >55% OF TOTAL WORK FORCE Every Customer Interaction Counts! Right Target & Right Frequency, with Right Knowledge, Skills & Attitude
Why investing in sales force capabilities CFO What happens if people are trained and leave! CEO What happens if people are not trained and stay?
Better Skills, Higher Performance Baseline Post Training 4 Brand Performance (e.g. Market Share) 3 2 Skills Level 1 Bottom regions cluster Average regions cluster Top regions cluster
Sustained Capability Improvements D R VE Training Improves Performance Focus on the Key Matters Keep the Right Structure Use Real Experience
Key Matters Customer Interaction Recruitment Segmentation & & Selection Targeting Business Management Coaching Performance Management
Sustained Capability Improvements D R VE Training Improves Performance Focus on the Key Matters Keep the Right Structure Use Real Experience
The lets have a training process ISSUE TRAINING OBSERVATIONS IDENTIFIED DELIVERED BRIEFED
Sustainability requires more! ISSUE TRAINING OBSERVATIONS IDENTIFIED DELIVERED BRIEFED identify your ambition level include right materials, tools & processes involve the right audience and advocates plan to measure change and impact plan how to maintain momentum
First things first PROCESS & TOOLS SKILLS & ATTITUDE COMPANY READINESS PEOPLE READINESS
The Journey towards Real Impact DR I V E DIAGNOSE REVIEW INITIATE Setting Ambition Level VERIFY EMBED Customising Design Delivering Training Measuring Impact Following Through
Assess to understand DR I V E DIAGNOSE Assess current tools, processes and skills versus ambition levels Design Journey details, incl. Project Teams setup and Program Advocates Ensure Senior Leaders approval and project prioritisation
Tailor to apply DR I V E REVIEW Prepare Project Team - familiarisation concepts and project objectives Create and customise program & content, presentations, exercises, case studies and guides Prepare enhanced Tools & Processes
Practice to motivate DR I V E INITIATE Prepare Facilitators - Train the Trainer Workshops Roll Out in cascaded top-down format, from National Sales to Sales Rep Create immediate post course Action Plans and follow through immediately
Monitor to celebrate or correct DR I V E VERIFY Monitor implementation quality of individual & team Action Plans and Tools Set up Follow-up days to share improvements or additional Best Practice Measure applied skills versus ambition levels and sales performance
Communicate to maintain DR I V E EMBED Install regular Quality Assessments Launch communication tools and platforms Prepare for next steps
Sustained Capability Improvements D R VE Training Improves Performance Focus on the Key Matters Keep the Right Structure Use Real Experience
About Vincent M. Verschuren Over 20 years experience in international pharmaceutical sales, marketing, training & development Sales Force Training, aiming at sustained capability enhancement, is a Journey, that starts from thorough assessment and solution building, followed by focussed follow- up and impact measurement, proving its worthwhile investments
Key Success Factors by experience Senior Leaders Support providing appropriate and timely project prioritisation and endorsement Mutual understanding of the project scope, roles & responsibilities between to quick & fruitful cooperation Cross functional Experts supporting the Journey throughout as local advocates further building capabilities
Key Success Factors by experience Cascaded roll out provides consistency and knowledge & skills to thoroughly support and follow up Maximum material customisation increases understanding and speed of implementation Clear individual and team post course roll out plans will ensure the required follow up of implementation
D R VE ADVICE YOUR SOLUTION! More information vincentm.verschuren@driveadvice.com +32 476 980 341

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DRIVEADVICE PROPOSITION

  • 1. D R VE ADVICE Your Solution to Sustained Sales Force Capability Enhancements
  • 2. Sustained Capability Improvements D R VE Training Improves Performance Focus on the Key Matters Keep the Right Structure Use Real Experience
  • 3. Sustained Capability Improvements D R VE Training Improves Performance Focus on the Key Matters Keep the Right Structure Use Real Experience
  • 4. Communication Channel Investments Sales Force >55% OF TOTAL WORK FORCE Every Customer Interaction Counts! Right Target & Right Frequency, with Right Knowledge, Skills & Attitude
  • 5. Why investing in sales force capabilities CFO What happens if people are trained and leave! CEO What happens if people are not trained and stay?
  • 6. Better Skills, Higher Performance Baseline Post Training 4 Brand Performance (e.g. Market Share) 3 2 Skills Level 1 Bottom regions cluster Average regions cluster Top regions cluster
  • 7. Sustained Capability Improvements D R VE Training Improves Performance Focus on the Key Matters Keep the Right Structure Use Real Experience
  • 8. Key Matters Customer Interaction Recruitment Segmentation & & Selection Targeting Business Management Coaching Performance Management
  • 9. Sustained Capability Improvements D R VE Training Improves Performance Focus on the Key Matters Keep the Right Structure Use Real Experience
  • 10. The lets have a training process ISSUE TRAINING OBSERVATIONS IDENTIFIED DELIVERED BRIEFED
  • 11. Sustainability requires more! ISSUE TRAINING OBSERVATIONS IDENTIFIED DELIVERED BRIEFED identify your ambition level include right materials, tools & processes involve the right audience and advocates plan to measure change and impact plan how to maintain momentum
  • 12. First things first PROCESS & TOOLS SKILLS & ATTITUDE COMPANY READINESS PEOPLE READINESS
  • 13. The Journey towards Real Impact DR I V E DIAGNOSE REVIEW INITIATE Setting Ambition Level VERIFY EMBED Customising Design Delivering Training Measuring Impact Following Through
  • 14. Assess to understand DR I V E DIAGNOSE Assess current tools, processes and skills versus ambition levels Design Journey details, incl. Project Teams setup and Program Advocates Ensure Senior Leaders approval and project prioritisation
  • 15. Tailor to apply DR I V E REVIEW Prepare Project Team - familiarisation concepts and project objectives Create and customise program & content, presentations, exercises, case studies and guides Prepare enhanced Tools & Processes
  • 16. Practice to motivate DR I V E INITIATE Prepare Facilitators - Train the Trainer Workshops Roll Out in cascaded top-down format, from National Sales to Sales Rep Create immediate post course Action Plans and follow through immediately
  • 17. Monitor to celebrate or correct DR I V E VERIFY Monitor implementation quality of individual & team Action Plans and Tools Set up Follow-up days to share improvements or additional Best Practice Measure applied skills versus ambition levels and sales performance
  • 18. Communicate to maintain DR I V E EMBED Install regular Quality Assessments Launch communication tools and platforms Prepare for next steps
  • 19. Sustained Capability Improvements D R VE Training Improves Performance Focus on the Key Matters Keep the Right Structure Use Real Experience
  • 20. About Vincent M. Verschuren Over 20 years experience in international pharmaceutical sales, marketing, training & development Sales Force Training, aiming at sustained capability enhancement, is a Journey, that starts from thorough assessment and solution building, followed by focussed follow- up and impact measurement, proving its worthwhile investments
  • 21. Key Success Factors by experience Senior Leaders Support providing appropriate and timely project prioritisation and endorsement Mutual understanding of the project scope, roles & responsibilities between to quick & fruitful cooperation Cross functional Experts supporting the Journey throughout as local advocates further building capabilities
  • 22. Key Success Factors by experience Cascaded roll out provides consistency and knowledge & skills to thoroughly support and follow up Maximum material customisation increases understanding and speed of implementation Clear individual and team post course roll out plans will ensure the required follow up of implementation
  • 23. D R VE ADVICE YOUR SOLUTION! More information vincentm.verschuren@driveadvice.com +32 476 980 341