Focus Magazine - Spring 2016 - (Page 19)
COVERSTORY
Bristol-Myers Squibb: Launching
a New Global Selling Model
■ By Tim Sosbe
You know the
importance of
keeping sales
models and
tactics fresh.
T
wo things you probably know: It's not an
easy process to quickly turn around a
ship, and things go more smoothly when
everyone is pulling with the same oar. ose
are both metaphorical lessons that the sales
training leaders at Bristol-Myers Squibb have
taken to heart, and both facts are reflected in
the company's new initiative to develop and roll
out a new worldwide sales model.
Of course you also know the importance of
keeping sales models and tactics fresh.
Research indicates companies should update or
renew sales processes every three to five years.
at's where the story of the new global
leverage talent better. We weren't really sure
approach at BMS begins, with the need to
how it was going to work. I know other
rethink and relaunch a company-wide sales
organizations that have attempted something
process. at new process,
like this and it seemed
called value selling, began in
"We're sharing resources,
like the more people I
the planning stages in late
we're sharing ideas, we're able talked to the more grim
2014, initially hit the streets
the story sounded. But
to leverage talent better."
in June 2015 and will
everyone kind of said the
continue to roll out around
Candice Lenkowsky same thing. Everyone
the world this year.
Bristol-Myers Squibb said the fact we were
Simultaneous to
pulling everyone together
developing a new worldwide selling model,
under one leader who has accountability for all
BMS made the decision to centralize its
the sales training in all the worldwide markets
training functions to maximize impact and
would help with the success, and I think it has."
efficiencies in all global markets. It may sound
challenging for an international organization to
Building the Team
pull worldwide field force
Lenkowsky's involvement with the value
effectiveness under one umbrella -
selling rollout began when she started her new
and it was - but with the right
position in September 2014, as part of a wide
people involved and the right
organizational move toward centralized
process in place, it's all working.
services. Prior to the new implementation, each
"It's working really well," said
global marketplace had its own sales training
Candice Lenkowsky, head of
team and its own way of doing business.
worldwide training design and
With the mandate to create one global sales
development for BMS. "We have this
model that was simple enough and flexible
training community now where
enough to be adopted in all markets,
we're sharing resources, we're
Lenkowsky and her team began pulling
sharing ideas, and we're able to
together the pieces. at team included several
FOCUS | SPRING 2016 | www.L-TEN.org
19
http://www.L-TEN.org
Table of Contents for the Digital Edition of Focus Magazine - Spring 2016
Focus Magazine - Spring 2016
From the President: Change is in the Air
Table of Contents
Table of Contents
Guest Editor: 'Training Event' or 'Learning Experience'?
Directions: Engaging with Life Sciences Leaders
Front of the Room: 'It Can't Be Me, Right?'
Neuroscience: The Science of Imitation
Bristol-Myers Squibb: Launching a New Global Selling Model
Accelerating the Journey to Customer-Centricity
Cognitive Science: Creating More Effective Multimedia Learning
The Art of Sales Improvisation – Your Competitive Advantage
Developing Leaders Who Excel at Strategy Execution
Learning Technologies for Event-Based Training
Defending Your Sales Process
Virtual How: Market Access Training
Ad Index
Focus Contacts
5 Questions with Kevin Kruse
Focus Magazine - Spring 2016
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