How a leading pharmaceutical company changed its 100-year-old sales model
It’s incredible that we were using a 100-year-old model – literally 100 years old! – for getting people in front of doctors. Our customers’ world has changed so much. This process was incredibly valuable.”
– Sales Vice President,
Leading Pharma Company
250+ sales professionals
100+ regional sales managers
AN ADVANTAGE CUSTOMER STORY
Out with the old
"As a leading pharmaceutical company, we realized that it was futile to continue using a 100-year-old sales model in this environment. In response, our sales organization developed new sales strategies and customer-facing models. Then, we reached out to Advantage Performance Group to help us implement them successfully.
"By bringing in Advantage early, we were able to define a strategic outcome prior to developing the training curriculum. By understanding what success looks like in advance, Advantage built a targeted curriculum that fully supported our sales strategy.
"Since then, our reps that have attended the training are interacting more deeply with customers and are better able to communicate value from the customers’ perspective, while our sales leaders are better able to run their business in alignment with the sales strategy."