Coaching: Developing a Playbook for Sales Rep Success


Copyright: This PDF purchase is for a Single user for review or filing purposes only. The PDF is watermarked. If you are interested in a PDF reprint to post on your website or distribute electronically, or hard-copy reprints, please contact Marah Walsh at

SKU: 136. Category: .

Product Description

Managing human and financial resources challenges even the best sales managers.
Pharmaceutical sales managers need to be taught how to hone their own coaching and counseling skills, as well as have a clear corporate direction to understand what is required from their people. An array of tools exist to help them to improve performance. Given the right coaching, the coach or manager can help develop a top-notch sales team.
Training programs for pharmaceutical sales reps are a basic requirement. This is something all companies accept and embrace. What differentiates a successful salesforce from an average one, however, is the quality of the training that the sales manager receives. Coaching reinforces training, guides performance, ensures alignment between selling practices and the organization’s business strategy, and helps the sales staff to adapt various teachings to their specific selling challenges.
The pharmaceutical industry increasingly recognizes the need to provide management development programs that enable managers to coach their sales teams effectively. According to the Society for Pharmaceutical and Biotech Trainers (SPBT), on average in 2002, new district managers received nearly four work weeks, or 19 days, of training during their first year, compared with 12.5 days of initial manager training in 2000…

The Five Pillars of Coaching
Sound Bites from the Field
Technology’s Role in Training

Experts on this Topic
Eric Bolesh. Senior Analyst, Cutting Edge Information, Durham, N.C.; Cutting Edge Information provides implementable research and consulting to the pharmaceutical industry and the financial services industry. For more information, visit
Michael Capaldi. Director, Curriculum Planning and Development, Sanofi-Synthélabo, New York; Sanofi-Synthélabo, with headquarters in Paris, markets major pharmaceutical products derived from research and a very wide range of medicines adapted to local needs throughout the world. For more information, visit
James Ecker. Senior Manager, Commercial Excellence Leadership and Learning, Genentech Inc., South San Francisco, Calif.; Genentech is among the world’s leading biotech companies, with 13 protein-based products on the market for serious or life-threatening medical conditions. For more information, visit
Gary Evans. VP, Field Sales Operations, MedPointe Inc., Somerset, N.J.; MedPointe is a specialty pharmaceutical company that develops, markets, and sells branded prescription therapeutics. For more information, visit
Brian Fagan. Executive Director, Society of Pharmaceutical and Biotech Trainers, Roanoke, Va.; SPBT is a worldwide, nonprofit organization aimed at supporting trainers at pharmaceutical and biotech companies. For more information, visit
Seleste Lunsford, MBA. Senior Product Manager, AchieveGlobal, Tampa, Fla.; AchieveGlobal helps organizations translate business strategies into business results by developing the skills and performance of their people. For more information, visit
James McAlea. VP, Sales, Brennan Sales Institute, Upper Darby, Pa.; Brennan Sales Institute provides in-house customized sales and management training programs. For more information, visit
James J. Miller Jr. Director of Sales, HCPro, Inc., Marblehead, Mass.; HCPro is a provider of integrated information, education, training, and consulting products and services in the vital areas of healthcare regulation and compliance. For more information, visit
John Riggle. Manager, Primary Training, Sankyo Pharma, Parsippany, N.J.; Sankyo Pharma is the independent U.S. subsidiary of Tokyo-based pharmaceutical company Sankyo Co. Ltd. For more information, visit
Jim Trunick. Director, Corporate Sales Training and Education, Allergan Inc., Irvine, Calif.; Allergan is a global specialty pharmaceutical company that develops and commercializes innovative products for the eye care, neuromodulator, skin care, and other specialty markets. For more information, visit
Carl E. Wooten. Director of Sales Training and Development, Sepracor Inc., Marlborough, Mass.; Sepracor is a research-based pharmaceutical company dedicated to treating and preventing human disease through the discovery, development, and commercialization of innovative pharmaceutical products that are directed toward serving unmet medical needs. For more information, visit