The client on the phone had a tremendous urgency. “Remember that meeting we did last year on how to give our Pharma sales specialist better business acumen and account management skills? Well we need them ASAP! How soon can you build the content and learning simulation?”
Before I gave the answer, I needed a few more answers such as the audience, the specialty, the customers, and so on.
For the fourth time in the last 12 months, the need has been similar even though it’s shocking to me to hear the words. “Our reps don’t sell the way they used to…they need to be able to sell to an account.” Well it’s 2012 and this has been going on since 1995, but ok!
So after brainstorming and understanding the needs further, we came up with a solution! A “Walk a Mile in the Shoes of the Customer” business simulation so that the evolved pharma Account Manager (new name) can understand the business issues and dynamics of the account so that they can position the best value proposition and not just the clinical highlights.
The true evolution is that the new account manager is truly a business consultant and talks about the impact of their solutions on the bottom line performance of the customer. By “running” a customer’s business for five (5) simulated years, they have unique insights and ideas that give them is distinct competitive advantage.
The simulation is being delivered in a few weeks at the National Sales meeting and participants will be able to re-use it – as well as the Strategic Business Selling ™ content on a virtual basis as they fine-tune their skills and get better at managing their key accounts.
