Dear All,
At first wishing you all a very happy & prosperous New year. Let this new year be fruitful and successful to all my friends.
I am working in Pharmceutical industry for the last 2 decades and for the last 3 years I am also involved with Training. But of late, I feel that what I am preaching is not sufficient. If some body can help me with new ideas, I will be thankful.
Prasanna Kumar[/b]

From India, Bangalore
Dinesh Divekar
Business Mentor, Consultant And Trainer
To Spread Smiles
Sales Manager - Pharmaceutical
VK Sathyajit
Training Manager
Vani Mullapudi
Training Manager
+2 Others

Hi Prasanna,
Wishing you a wonderful year ahead. I am not able to identify what format of trainings you are handling. We will definitely add our ideas but need a little more detail from your side.

From India, New Delhi
Thanks for the mail. I am handling mainly of the field training activities. Not only that I am also involved in the class room training about the sales person and his job and responsibility. But I need to have more info on soft skills and the any new trends which it has been used in training in the filed and off the field.
Prasanna Kumar

From India, Bangalore
Dinesh Divekar

Dear Prasanna Kumar,
Wish you a very happy & prosperous New year.
I am Bangalore-based freelance soft skill & behavioural trainer. I handle training assignments across the spectrum of industries.
Let's meet sometime and let me suggest what help can I give you.
Dinesh V Divekar

From India, Bangalore

Dear Prasanna,

The appreciable aspect of your situation is that you feel the need to raise your standard

I undersand that possibly you have 20 years of experience in Sales /Product Management & for last 3 years you have been in training.I had spent one decade as SMR ,RSM etc & than venture to training

Training is often considered as an expense, however you have to do all to make it worthy of contributing to the bottom line

First Things First

Clarrify these Questions

1)What role your senior Mangement wish to play & what are the resources committed interms of people in training,infrastructure, outside faculty , your training outside etc

2)How good are you, your team in technical knowledge, thats important & how can you put it across in simple manner to your audience

3)What is per call return you expect & what is the status today

4)What & how can you add to each call.Considering that you get on average 3 minutes with each medical practioner & you have to work on 4 aspects

Knowledge-of Customers,product,Self awareness of self

Attitude-Go getter frame of mind inspite of rejections

Skills-Poficiency in handling a situation

Habits-Good business development habits

Step wise

1)Carry out survey to identify the should have & present level of the above

2)Map then & Quantify them

3)Most important is Communication skills & confidence.Inmost cases this is deficient especially in non Metros

4)Plan individual growth Programmes on time span of 3-9 months

5)Execute at all cost

6)Your assesment of each trainee has to be clinical not judgemental

I am placed at Delhi , If there is anything I can do let me know

Regards :) :D :D

From India, New Delhi

Continuing Prasanna
For Soft Skills work on both the scientific Content & on its forceful delivery to build confidence.Afterall only the confidence speaks in the clinic
1)Map the skills required( make list of its parts & scale for each )
2)Create a glossary of medical terms expected to be used in detailing/sales talk
3)Circulate detailing stories
4)At your programmes insist on scientific content in sales presentation
5)Use different games & tools to Video Recording,Just a minute, quiz etc at trainings
Communication skills cant be taught in classroom.Give people assignments & let them come back after 2 months.Check if thier supervisor has acceptable communication standars
Hope this is useful
Practeam Solutions

From India, New Delhi
Bob Gately

Hello Prasanna:
Happy New Year.
If new sales people need soft skills training, the employee screening process is not functioning properly.
Sales people should be hired for how they'll behave during the sales process and then be trained how to sell.
Many people call it hiring for talent.
Bob Gately

From United States, Chelsea
VK Sathyajit

I agree with Bob on the issue of soft skills, However the issue seems to be that its very difficult to people to work as Medical Representatives. So most companies are compromising on the quality of people.


Hi Bob
I agree with you that recruitment & HR sourcing process have to be tweeked aswell
However look at the scenario, MR is not the most preffered job destination in the present BPO/KPO scenario in india for graduates (save for top 10 -12 companies of the around 1000 resonable standing) You dont get the top of line talent
Further it takes time for people from education in regional languages to actualy learn the right pronunciation & concept associated with the medical terminology while communicationg with erudite medical practictioners.
The challange is not in large cities its in 1)small towns that dot the landscape 2)metros good candidates go for well paying& perked BPO jobs
Companies with lower employee branding will always face the music till they come up the value chain.
Business Consultants & Recruiters

From India, New Delhi
Sir, Besides Class Room Training-CRT. u can also add performance enhancement or On field coaching wherein u can guide and improve performance by giving tips while working on field. Regards
From India, Mumbai

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