Pharmaceutical company | Halifax Consulting – ASIA

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Challenges A pharmaceutical company making generics was facing an array of market challenges, including the discontinuation of subsidies for the active ingredient in one of its flagship drugs and general practitioners’ dwindling interest in drug-rep visits. Through its 60 frontline representatives, the company was looking to revitalise sales by offering a bespoke information service for doctors using digital resources to assist with recommendations.

60

salespeople trained

6

regions involved

7%

growth in recommendations

in a stable market

The Halifax Consulting Solution

A two-year programme. The first year was rolled out in conjunction with regional managers who had been given prior training. It combined initial online learning with practical workshops and digital challenges. The second year involved more of a focus on getting managers to coach their teams, guiding each of their sales reps through the different phases of meetings with doctors using a video-learning platform.

Keys to success

Frontline management very actively involved.
Strong interactivity and long-term involvement for participants.
Sales and marketing alignment.

I really enjoyed the interactive nature of the sessions, the approach to training that lets time take its course, and the ability to build on the techniques further through video learning.
Antoine R. Training participant

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