Diagnostic/Devices

The Executive team of our client, a leading South East Asian Diagnostic player, wanted to develop its sales leadership pipeline to lead teams effectively and execute sales management strategy.

InteGreat People partnered with the client company to design and deliver a tailor-made intervention for the entire Sales leadership hierarchy. The intervention conducted in two phases focused on building skills of leadership, improving strategy execution, managing performers and non performers and motivating teams to high performance.

Participants expressed a greater understanding of concepts, an increased confidence level, practical tools and techniques to deal with market realities and sharper skills.

The stent market was evolving with drug eluting stents offering more value for money. Our Client was launching a regular stent at a 30% premium over other regular stents and only 20% lower than drug eluting stents. The field force had lost morale and confidence to approach customers.

We studied the market and developed a solution to communicate value to customers.
We then designed a training solution on Selling Skills of 3 days in 2 modules the entire Sales leadership hierarchy. The intervention conducted in two phases focused on building skills of selling – Selling to achieve results (STAR), negotiation and assertiveness.

The field force achieved the target of 6 months in 2 months and targets were revised upwards. The company was able to establish the stent effectively