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This is a new concept in the Pharmaceutical
industry. Most
of the training for field based Representatives is carried
out by their Line Manager or a member of the training department.
Due to pressures of time, pull to other priorities, lack
of resources, lack of expertise in this speciality, etc.
the hospital training is often covered in a short initial
session at induction or neglected all together. This results
in sales professionals lacking knowledge, direction and real
skills to effectively work each hospital account to maximise
the impact of this account to their overall territory business.
The end result is lost opportunities in sales growth, hospital/area
formulary inclusion, key opinion leader development, limited
market awareness of company and products, and also limiting
the professional development of the Representative.
The 'Intensive
Hospital Coaching' (IHC) Programme will provide a highly
effective one-to-one coaching programme for the individual
professional. From a baseline assessment of current knowledge,
awareness and skills in the hospitals environment and in
each account, a programme of intensive coaching is delivered
in the hospitals of the client. No days off territory are
lost. Little theory-very much on the job learning
and practice!
What's the
impact?
The results are
truly outstanding. Previous coaching programmes have demonstrated
improvements from baseline values of up to 280% in as little
as 3-4 days!! Compare
that to any classroom based course! Representatives have
found the coaching extremely valuable, and in fact has resulted
in accelerated learning for the individual which could have
taken 6-9 months through other training interventions. That
could equate to a ROI (Return on Investment) for 3-4 days
of hospital coaching equivalent to at least 6 months of salary! Isn’t
that a sound investment?
"Thanks
again for the four days hospital training - I am amazed
by how much we crammed in to this time and feel I have
improved significantly as a hospital representative in
this time!
Fantastic that we saw eight contacts on the final day!! Thanks
again"
Brian Bateman (experienced
Medical Representative)
Please see Testimonials page
for examples of IHC impact.
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