A top 5 pharmaceutical company was seeking an innovative approach to equip its experienced specialist sales team with the mindset and skills to engage in transformational conversations with expert HCPs.
The programme needed to enable the sales team to explore, understand and constructively challenge current thinking and practice, ultimately resulting in conversations with genuine commitment from the HCP.
The underpinning philosophy was that the sales force and HCPs would undertake the same transformational journey, built on the science of behaviour change.
We employed our Mindset™ technique, a programme that reveals the behaviours that HCPs and Sales Representatives adopt which actually weaken engagement. We then built the mindset and skills to effect change. We hosted dynamic and participative workshops that enabled the Sales team to undergo a developmental and transformational learning journey
In these workshops, world-leading experts on behaviour change and HCP engagement, alongside pharma industry training experts, delivered a training programme that took participants from theory to real- world implementation.
The sales force cited examples where the Mindset “toolbox” had enabled them to change the characteristics of their engagement with HCPs. This included: