When new hires are trained to become pharmaceutical sales reps, a complex and multi-faceted effort takes place. If you peel back all the details and specific elements of an initial sales training process, what you are seeking to build, at a high level, consists of at least five things:
Comprehension – the foundational knowledge required to promote effectively
Competence – the basic skills to do the job well
Compliance – the awareness of the professional parameters of right and wrong in this highly regulated industry
Confidence – the sense that being successful in this role is indeed “do-able”
Commitment – dedication to healthy patients, knowledgeable healthcare providers, and company growth.
Step back from your sales training program, and take a look at the structure and tone…how are you delivering on these 5 C’s?