Norgine is a speciality pharmaceutical company with an extensive pan-European presence. The objective of this training programme was to develop the sales managers’ skills in sales management. The participants completed an on-line questionnaire that produced a report giving feedback on their management style which proved extremely popular. We also developed a sales management computerised business game. The Sales Director was delighted with the feedback and results. “Time very well spent & extremely useful”
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Background
Norgine is a speciality pharmaceutical company with an extensive pan-European presence. The session would be over three days and would involve Sales Managers from England,Ireland, South Africa & Saudi Arabia.
Objectives
To train this international audience to create a more standard or agreed way of working and develop their skills.
To develop the sales managers’ skills in sales management.
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Solution
Email conversations prior to the workshop established what training the participants had received previously, as well as precisely what they would like to get out of the training.
The workshop involved a wide variety of activity from group facilitated discussion to business games and role plays. The participants completed an on-line questionnaire that produced a report giving feedback on their management style which proved extremely popular. The Thomas International PPA report was used because it can be completed on line, in different language and is a relatively short simple report to understand. It is ideal for feedback and as a self reflective tool.
We also developed a sales management computerised business game. This used a variety of scenarios in which the managers could choose how to approach difficult situations.
The session was highly interactive, fun with a lot of learning both in terms of key sales management principles as well as self reflection on how the manager’s personality drives their management style.
Results
The Sales Director was delighted with the feedback and results.
What the participants said
“Time very well spent & extremely useful”
“Excellent ideas and tips”
“The concepts were explained and applied to the various markets in the room including UK, South Africa and the Middle East.”
www.norgine.com
www.thomasinternational.com
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