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