Corporate’s Role in Training & Supporting Effective Sales Reps Communications

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"Corporate's Role in Training & Supporting Effective Sales Reps Communications"

STUDY OVERVIEW
Sales force representatives in many industries, and particularly those with large sales force sizes like the pharma industry, experience a constant flow of internal communication that - when redundant or poorly prioritized - can undermine their productivity. This study by Best Practices, LLC looks at how reps can cope through training programs that help them prioritize and filter communications. Additionally, the study examined how headquarters can help by consolidating communication sent to the sales force. However, only 24 percent of the companies that participated in the research had a training module on how to filter/prioritize internal communications. Sales executives can use this study to gauge whether their training programs give reps the tools to be more effective in how they send and receive all forms of communication. It also provides details on how corporate can more effectively communicate with the sales force.

KEY TOPICS

• Redirecting Information Delivery
• HQ Coordination Role to Reduce Redundancy
• Planning and Coordinating Information Delivery and Requests

• Presence of Tracking Systems to Capture Time Spent on Communication
• Time Spent on Unnecessary Communication, Segmented by Region Type
• Presence of Training Modules for Improving Communications
• Training Techniques to Encourage Reps to Communicate more Concisely
• Techniques for Prioritizing Incoming Messages
  

• Employ Formalized Training along with Infomral Role-Modeling
• When to push Communication and When to Encourage "pull"
• The Importance of Updating Messaging Groups / Lists
• Identify a Group/Individual who Monitors all Communication sent to the Sales Force
• Carefully Schedule Communications with Calls to Action
  

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