The Challenge:
In early 2024, the sales team faced strong competition and a challenging selling environment. To thoroughly assess and understand the situation and potential areas for improvement, they launched a comprehensive sales force effectiveness (SFE) project that involved reviewing hundreds of field coaching reports from dozens of field rides. Then, they tapped the Encompass team to help them leverage their findings for a solution with lasting impact.
Solution:
Together, the teams aligned and devised a multi-layered program of learner-centric training resources across multiple platforms. The overarching objective was to get all team members aligned and working from a shared and streamlined operating procedure, although that didn’t mean a “one-size-fits-all” approach. The workshops, eModules, worksheets, and other materials were designed to simplify the learner experience and meet participants where they are, addressing individual learning styles, needs, and competencies.
Aha Moment:
While it was important that the current sales challenges be addressed immediately, it was also abundantly clear the pharma company needed to play the long game for its teams to continue succeeding. So, rather than simply reacting to the issue of the moment, we paused and took a proactive approach to creating training materials and procedures that can be implemented in the long term.
Outcome:
The partnership succeeded because we led with insight, not instinct, and took the time to respond, not react. The mid-size pharma company focused on their people—what challenges they face, their strengths and limitations—and met them where they were. Ultimately, this partnership resulted in increased NBRx metrics at a time when the market was relatively flat, and a new annual planning process with proactive strategies to learning and development.
