Empowerology

Sales & Marketing Training

Cost-effective open courses for individuals
In-house, bespoke programmes

Our experience of selling and marketing in a vast range of industries coupled with our extensive industry background, places us second to none in developing your sales and marketing capacity.

Sales Force Effectiveness

The Effective Sales Person

Understands the Modern Business Environment
An effective representative has a deep understanding the business environment in which they operate, including structure, stakeholders, payers and decision-making process. This allows them to interface in an effective manner through the full buying chain delivering enhanced results in product performance terms.
Has strong Technical Sales Competency
High performing sales people have a strong technical competency in the art and science of business selling. They plan well, set clear account goals, fully understand the difference between getting and keeping an account, evaluate buying chains & chains of influence. They know how to look strategically at their patch and create business plans to develop the business within it.
Has a Deep Knowledge of the Business Arena
In the modern business environment a successful business representative adds value at a scientific and business level. This means thoroughly understanding the business arena in which they work, as well as it’s political landscape, major organisational changes, growth or networks, therapy area sensitivities and the myriad of tiny specifics that determine the difference between a player and the pack.
Adapts Readily to the Individual & Business Mindset
Armed with a deep understanding of the natural behavioural motivations of the buyer, the master representative can quickly identify the mindset they are dealing with and readily adapt everything from their rapport-building approach to the features and benefits most likely to hit home. This is the missing link between good and exceptional.

Uniquely Flexible

The Empowerology SFE Programme represents a unique and flexible approach to leveraging the human asset:

Tailored to your unique sales challenges & therapy area
Select the components that best fit your need
A level of clinical involvement tailored to the objectives
Suitable for all stages of individual development

Typical Programmes

Create a sales force of exceptional performers that consistently meet and exceed targets and out-perform the competition

The Modern Business Environment

1-day mass event delivered by experienced marketer

Create a sales force acutely aware of the political sensitivities affecting their abilities to promote their product range and how best to utilise this to their advantage. Equally, this deeper level of understanding places them in a more knowledgeable position than their peers, resulting in greater engagement with their target audience and a market perception that these were people who really know what’s going on.

Technical Sales & Account Effectiveness

2-day advanced course

Provide a platform and consistency across the sales force in terms of their planning, account management and targeting. This evolves activity from simply visiting people against a call plan to actively determine exactly what business they want and create a strategy to get there. Equally, accounts were seen as total buying chains, moving individuals away from the tendency to visit. Discover blocks in the buying chain and how to systematically work to remove them.

Effectiveness with Business Professionals

An immersion 2-day programme

Designed to deliver a deep understanding of the business mindset in a manner that allowed representatives to fully appreciate their own behavioural tendencies and how these might impact on the people they are faced. The sales force learn to recognise different motivations for behaviour and how these could influence a person’s buying criteria. Consequently, they started to tailor their approach, communication style and product benefits to suit the individual, resulting in a significantly higher conversion rate with much deeper rapport.

Understanding the Business Arena

Complex 3-day programme

Create a deeper understanding of the essential scientific knowledge necessary to be seen as a true ambassador, along with a strong empathy for the stresses , strains and changes affecting the group specifically. Learn a range of influences affecting both the constraints and priorities of the buyer. Look at the key issues and utilise them to the business strategies advantage. Gain a greater share-of-voice amongst those seen to add value.

Creating the Opportunity

1 day event

As a round off to the learning programme, a further single day facilitates brainstorming over the key issues facing the group going forward. Market access and blocks to purchase – develop new strategies with deeper insight and greater attachment to the desired business objectives.

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