Emerson, New Jersey   (201) 599-2100
LEADING INTERNATIONAL PHARMACEUTICAL COMPANY...

SHIFT CENTRALIZED SALES TRAINING TO LOCAL SUBSIDIARY LEVEL

Performance Improvement Opportunity

Shift centralized sales training to locally implemented training to reduce overall training costs with increased training effectiveness.

Client Background and Challenges

Leading global pharmaceutical manufacturer with more than 100 subsidiaries worldwide.
Subsidiary sales forces required initial and continuing sales skill development in many areas...product knowledge, selling strategies and skills, territory and account management, etc.
Sales trainer professionals lacked the sales training knowledge and skills required to support locally implemented coaching and sales training.

Performance-Based Solution...Innovative Learning's Role

Initial fact-finding sessions with client led to the design of a 'Worldwide Sales Trainer Needs Analysis' to identify professional development priorities.
Designed a comprehensive series of competency-based sales training modules for initial and ongoing development of worldwide sales trainer team.
Developed a cost-effective implementation strategy that enabled worldwide regional sales and marketing executives to train sales trainers at the local, subsidiary level.

Results Achieved

Successful implementation of competency-based training system led to effective acquisition and development of critical sales training knowledge and skills.
Sales training now handled by subsidiary sales trainer professionals with significant reductions in global training costs.

 
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