The Sales Manager in a Changing Healthcare Sector

This training will focus on managing a team of co-workers in a fast moving healthcare sector.

DURATION:
This is a 9 day (8+1) training spread over four months (2 days/month)
ID:
T007

Address

Paracelsusgasse 9, 1030 Vienna   View map

A Changing Healthcare Sector - a challenge for all!

The health- and pharmaceutical branch changes very fast – a challenge for all. Sales Managers play especially during this time of changes a very important role in the structure of a company. They are links between sales reps and management, very often they contact key external experts and opinion leaders directly and convert marketing to sales.
Our course is designed to support and guide Sales Managers in difficult times and will focus on:
– Handling of employees,
– Representing the interests of their region and at the same time take-over the guidance of the management,
– Being flexible and simultaneously keep on running successful systems.

Target Audience

First Line Sales Managers and National Sales Managers at different levels (junior / senior).
Talents in pharmaceutical industry, who want to work as Sales Manager in future.

Number of participants

Maximum: 10 persons
Minimum: 6 persons

Learning success

After this course, you will have insight in your own behavioural patterns and those of others.
You will be able to understand the behavioural preferences of your employees and can bring them in accordance with yours. Because of that, you will manage it to increase the motivation of your team members and to minimize conflicts.
You will know the best way of arguing conclusively at your key opinion leaders.
The direction to develop your team is clear for you and you know exactly how to reach this.
You will be familiar in increasing efficiency of yourself and your employees.
Necessity of coaching and delegating is placed in your mind. Therefor the active use of it will be much easier for you after the seminar.
You will know techniques how your employees will work out practicable activity plans and stick to them.
You realized how business acumen increases the selling successes of your team members and how to implement it.
You have learned techniques for consequent targeting and client relationship management and how to engage your employees in using them.

Content

Day 1: “Yes, that´s me”

“You only can convince others if you convince yourself”.
Get to know yourself, your talents and pitfalls, your communication style and the way you act in a stress situation. Be aware of your motivation in your job, your values and convictions and integrate them at a maximum.

Day 2: Yourself at perception by your team and KOL management

Learn how to make your talents as sales manager and the efforts of your team visible towards the right people (your team, your manager and other divisions).
Learn how to make yourself visible to KOL, to build a relationship with them and create win-win situations.

Day 3: Develop co-workers and keep people motivated in a changing environment

The environment changes very fast and that means one challenge after the other. It’s important that you are convinced of the advantages of the changes so that you can motivate and guide your co-workers and not only keep them on their feet on short term but also develop them in a long term.

Day 4: Conflict Handling

Conflicts as such are thus a blessing instead of a burden! However, of course it is although important to identify uprising conflicts in a timely manner and to deal with them correctly.
You will learn to identify different types of conflicts and to steer the behaviours following these conflicts in the right direction.

Day 5: Part I “Building- up a strong and efficient team”

The basic of a good team is trust, if there is trust then there is an open communication, which leads to strong discussions and engaged decisions and team results.
What is your role in this process? What is in your control and influence and what is out of your control?

Day 6: Delegation and coaching

As a manager, it is important to understand which style to use.
How can you apply different styles without affecting the authenticity of the co-workers – but with the goal to empower them?

Day 5: Part II “Running efficient and Creative Meetings”

Meetings do deteriorate very often in very long discussions, yes/no discussions or the display of who’s in charge.
How do you steer the group? When does steering turn into manipulation? Which topics are to be discussed and which not? How to come to group conclusions and do we have to discuss / conclude everything in meetings? Also, how can one ‘escape’ from a meeting, which may not be of importance? Even more, in which circumstances is it even better not to participate at all?
In addition, alternative meeting methodologies are being proposed to ensure that creative minds will be encouraged.

Day 7: Part I: Performance reviews, objective settings

Performance reviews is so much more than looking at the sales figures. It is also about looking at the current performance level of your co-worker(s) and how to give them opportunities to grow.

Day 8: Business Excellence – Develop co-workers to people adhere to business accumen

Customer Comes First. Which customer?
Assuming responsibility
Visiting plan: Elasticity in a new business model
Initiatives create intelligence and commitment – Fix the rules
Reporting (Actionable data: less figures, more actions)
Objectives drive actions and performance

Day 7 : Part II: How to guide people standing on an action plan – Creation of a good action plan

Meetings do deteriorate very often in very long discussions, yes/no discussions or the display of who’s in charge.
How do you steer the group? When does steering turn into manipulation? Which topics are to be discussed and which not? How to come to group conclusions and do we have to discuss / conclude everything in meetings? Also, how can one ‘escape’ from a meeting, which may not be of importance? Even more, in which circumstances is it even better not to participate at all?
In addition, alternative meeting methodologies are being proposed to ensure that creative minds will be encouraged.

Day 9 : Review and presentation of key findings

You will present your key findings as a review about the objectives you set at the beginning of the training.

Learning methods

Prior to the start:
Intake conversation with supervisor
Individual objective setting with participant (and supervisor)


During the training:
Theory alternated with practical exercises including role plays
Individual follow-up in between trainings by personal coach
At the end of the training:
Creation of a personal development plan at the end of the training.

Individual assessment

Your advantages

Our unique approach to this training guarantee you that this course matches the daily practise of sales managers in their business. We emphasize clarification of expectations in advance to set adequate actions, methods and exercises. So we can ensure you to reach defined objectives efficiently.
In our seminars, we pay high attention to sustainability of the learned, which we reach by working with case studies from participants. To challenge the participants even during and after the training course and to motivate them to apply the acquired knowledge actively we offer special service for follow up. These include inter alia exercises, personal coaching, webinars, feedback …

High expertise

Modular design