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Posted by Kristoffer Stewart on October 10th, 2011
Calling on new accounts with a “me-too” product in a highly competitive market puts a sales force to the test, especially when reps lack a consistent skills foundation and commercialization goals are aggressive. Sales leaders must support reps facing these challenges with a sales training system that emphasizes information gathering and strategic account planning—a system that teaches reps to boost sales with their brains, not increased frequency of calls.
Training Worth its Weight in Gold
For such a sales training system to produce results under the weight of aggressive commercialization goals, it must be rapidly embraced and adopted by the sales force. It needs to engage reps and inspire them to change their mindset about the way they do business.
Read Alliance Performance Systems’ latest case study, “Get Golden Results: Inspire Rapid Adoption of a Strategic Sales Training System” to learn how one pharmaceutical company achieved its commercialization goals via a custom combination of strategic skills training and an exciting theme-based simulation.