Focus Magazine - Summer 2015 - (Page 40)
SELLINGSKILLS
confident a rep is in applying relevant
information quickly, accurately and
concisely, the more successful they
will be in engaging, informing and
securing valuable, long-term
relationships.
Sales teams with this degree of
situational fluency, however, are
expensive to build and maintain at
scale. Traditional approaches to
developing and assessing sales skills,
such as management ride-alongs,
don't scale and may require 90 days or
more to clearly identify performance
issues before they can be addressed.
Best-in-class organizations are
taking a more real-time, data-driven
approach to improving sales
performance that goes beyond eventbased training to focus on knowledge
reinforcement, skills transfer and
behavior
change. And it's
working.
By
harnessing the
explosion of
devices, mobilefirst
applications,
and real-time
data analytics,
training
managers are finding new ways to
gather and analyze granular data on
what sales reps really know - and
make that data available, discernible
and actionable for sales managers in
the form of specific coaching actions.
is level of proactive insight also
enables more timely, accurate and
targeted training programs to
safeguard that the whole team is
aligned and ready to win. Many of the
world's top life sciences firms have
already begun to establish data-driven
processes such as these to proactively
address sales skills gaps - ensuring
that HCPs everywhere can get what
they need from their sales rep in five
minutes ... or less. I
Lisa Clark is vice president, marketing, for Qstream. Email Lisa at lclark@qstream.com.
40
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Focus Magazine - Summer 2015
Table of Contents for the Digital Edition of Focus Magazine - Summer 2015
Focus Magazine
From the President: Learning Delivery: What's Your Blend?
Table of Contents
Table of Contents
Guest Editor: Surviving and Thriving in a Volatile Industry
Directions: Let the Networking Commence!
Front of the Room: Dig Deeper
Neuroscience: Memory Garden
Sales Trainer Onboarding: A Fresh Approach at Bristol-Myers Squibb
Leading Cross-Functional Teams
Change Your Paradigm, Transform Your Network
What's the BIG Idea? 3 Tips to Open Doors
Is There a Kink in Your Leadership IV?
Identity Hubs: Secure, Productive Collaboration
How Much Will the Next 5 Minutes Matter?
Virtual How: How Companies are Centralizing Training Functions
Ad Index
Focus Contacts
5 Questions with Peter Bregman
Focus Magazine - Summer 2015 - Intro
Focus Magazine - Summer 2015 - Focus Magazine
Focus Magazine - Summer 2015 - Cover2
Focus Magazine - Summer 2015 - 3
Focus Magazine - Summer 2015 - 4
Focus Magazine - Summer 2015 - From the President: Learning Delivery: What's Your Blend?
Focus Magazine - Summer 2015 - 6
Focus Magazine - Summer 2015 - Table of Contents
Focus Magazine - Summer 2015 - 8
Focus Magazine - Summer 2015 - Table of Contents
Focus Magazine - Summer 2015 - 10
Focus Magazine - Summer 2015 - Guest Editor: Surviving and Thriving in a Volatile Industry
Focus Magazine - Summer 2015 - 12
Focus Magazine - Summer 2015 - Directions: Let the Networking Commence!
Focus Magazine - Summer 2015 - 14
Focus Magazine - Summer 2015 - Front of the Room: Dig Deeper
Focus Magazine - Summer 2015 - 16
Focus Magazine - Summer 2015 - Neuroscience: Memory Garden
Focus Magazine - Summer 2015 - 18
Focus Magazine - Summer 2015 - Sales Trainer Onboarding: A Fresh Approach at Bristol-Myers Squibb
Focus Magazine - Summer 2015 - 20
Focus Magazine - Summer 2015 - 21
Focus Magazine - Summer 2015 - 22
Focus Magazine - Summer 2015 - Leading Cross-Functional Teams
Focus Magazine - Summer 2015 - 24
Focus Magazine - Summer 2015 - 25
Focus Magazine - Summer 2015 - Change Your Paradigm, Transform Your Network
Focus Magazine - Summer 2015 - 27
Focus Magazine - Summer 2015 - 28
Focus Magazine - Summer 2015 - 29
Focus Magazine - Summer 2015 - What's the BIG Idea? 3 Tips to Open Doors
Focus Magazine - Summer 2015 - 31
Focus Magazine - Summer 2015 - 32
Focus Magazine - Summer 2015 - 33
Focus Magazine - Summer 2015 - Is There a Kink in Your Leadership IV?
Focus Magazine - Summer 2015 - 35
Focus Magazine - Summer 2015 - Identity Hubs: Secure, Productive Collaboration
Focus Magazine - Summer 2015 - 37
Focus Magazine - Summer 2015 - How Much Will the Next 5 Minutes Matter?
Focus Magazine - Summer 2015 - 39
Focus Magazine - Summer 2015 - 40
Focus Magazine - Summer 2015 - Virtual How: How Companies are Centralizing Training Functions
Focus Magazine - Summer 2015 - 42
Focus Magazine - Summer 2015 - 43
Focus Magazine - Summer 2015 - Ad Index
Focus Magazine - Summer 2015 - Focus Contacts
Focus Magazine - Summer 2015 - 5 Questions with Peter Bregman
Focus Magazine - Summer 2015 - Cover3
Focus Magazine - Summer 2015 - Cover4
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