3 Questions to Coach After Every Pharma Sales Call

Welcome to the Performance Minute from the Performance Development Group. When you're building a sales team or building their skills, you'll have two main priorities: product knowledge and their confidence in selling it. The training team's job is to deliver a certified rep. The manager's job is to grow a capable rep. So, what is the most important thing you can do as a leader?

Make sure your sales leaders coach to three things on every call. One, did the rep earn the conversation before they started selling, or did they lead with the message? Two, did they ask anything that told them how this physician treats and what they're worried about? And three, did they ask for something specific before they left, or did they just say thanks and walk out? What you'll find is that almost everyone on your team can deliver the message, but far fewer can conduct the conversation around it successfully.

And that difference is the gap between being able to speak to a product and being capable of creating a sale. That's where your investment belongs. This is the Performance Minute from the Performance Development Group. We'll see you next time.