Improving Sales Performance

Life Science Sales Skills I
(Web & phone)

Available continually. 

If you’re like most sales managers, when you hire new sales people, you’d like to have sales training available for them shortly after their hire date. And in addition to basic consultative selling skills, it is important that the training be tailored to the Life Sciences industry, to include information about the drug discovery process so that new sales people begin to understand the environment in which their pharma and biotech customers are working.

TechSales offers workshops and online training to help you reach this objective. In addition to one-day and two-day public workshops, we have developed a distance-learning sales skills course with self-study, group interaction and individualized coaching elements.

As a result of these programs sales people will have the benefit of expert training in life science sales skills, delivered in a timely fashion and will be better able to ask relevant questions, listen to customers, propose solutions and keep their sales process on track. Management will have metrics to use in tracking the new sales people and will be able to make ongoing adjustments in employee activity.

COMPONENTS OF THE WEB-BASED LIFE SCIENCE SALES SKILLS I

  • 10 self study lessons with assignments requiring 1-2 hours each from students, two weeks to complete each lesson
  • 7 units of written or recorded instructor feedback, individualized by student
  • 3 facilitated group sessions via conference call and/or webinar, 1 hour each
  • a 1-hour individual coaching session by phone
  • continuous reporting of performance, a final report and Certificate of Completion for successful students
  • secure online repository for student submissions
  • web access for course materials and agenda
  • email and conference call access to trainers
  • sales management access to all lessons and sessions

COURSE OUTLINE

  1. Overview of a Sales Process
  2. Preparing Your Messages
  3. Finding Your Customers
  4. Creating Questions for Sales Conversations
  5. Practicing Message Delivery
  6. Time Management for Sales People
  7. The Basics of Drug Development
  8. Responding to Questions & Objections
  9. Reaching Agreements
  10. Putting It All Together

WHAT IS REQUIRED OF STUDENTS?

  • Regular participation; Students must score a minimum of 90% in order to successfully complete the course and receive a certificate;
  • A personal computer (PC or Mac); high-speed internet access;
  • Ability to record and upload short audio and video files
  • Reliable phone connection in a setting with low background noise

WHO SHOULD ATTEND?
Life Science Sales Skills I is designed for students with less than two years sales experience and minimal prior skills training.