Leading teams through change that results in higher performance
GCO Training & Development Centre
Situation
Two years after a successful launch, a new brand is not reaching a significant proportion of eligible patients.
Task
Upskill customer-facing teams to have in-depth conversations with physicians about prescribing.
Action
GCO Training & Development Center consulted with the client to understand their goals. Together with the brand leadership team, we analyzed market research and the performance of sales teams. Three specific skills/behaviors were found to be associated with successful HCP engagement – but these approaches were not widely used in conversations with prescribers. We designed a training toolbox, with short workshops that could be run by local sales managers. The toolbox contained all the necessary resources, including slides, exercise templates, self-study materials and facilitator notes. Managers in over 20 countries were briefed to prepare them to deliver training to their teams.
Result
Local workshops were delivered in more than 50% of countries where the toolbox was made available. Managers reported a positive impact on HCP interactions and a marked improvement in sales outcomes where the training was delivered. Our team was commissioned to develop three further training toolboxes for this client.
