That is how Nigel Mansford, Pharmexx's Managing
Director, summarised Pharmexx new approach.
and what it means to Pharmexx's customers and
employees. "It's very simple really, in my view, our
customers are not just buying additional resource,
they are buying additional sales results. Our job is to
ensure that our representatives and managers are
equipped to deliver the commercial outcomes that
our customers have planned. This is what we mean
by Sales Excellence."
captures every aspect of what makes a sales team
successful. Nigel explains, "it starts with recruitment
and runs through training, management and
reporting, but it doesn't stop there, we intend to
objectively measure excellence and share the results
with our customers and employees."
Excellence? Pharmexx believes that our market is
changing and it must change and improve if it is
to continue to deliver results and provide services
that are fit for the future. Consequently Pharmexx is
investing in a number of initiatives that it sees as the
building blocks of a company that can deliver Sales
Excellence.
insight into developments in their departments.
"we are clear that the foundation to sales excellence
is recruiting high quality representatives, within the
timeframe stated by our customers. Pharmexx is
investing in leading technology that will enable us
to engage with potential candidates, where and
technology will make it easy for candidates to apply
to Pharmexx and track their application on the go.
We'll be increasing our traditional advertising, but
also transferring learning from our sister companies
around the world on the use of new ways of
attracting candidates through social media. We
then personally match every candidate to our
customer's exact requirements. At the end of the
day, we want our customer and candidate to have
a good experience and an outcome that is right for
both parties."
personnel around the world, so Pharmexx can draw
on a number of innovative approaches to ensure it
gets the best from it's representatives.
Initial Training Course (ITC). From now on Pharmexx
plans training and development that continues
throughout the representatives or managers career.
Valerie Duval, Head of Sales Operations, says "we
want to understand where each team and individual
is starting from and then put together comprehensive
plans for delivery in the classroom and in the field.
Of course, this will always be with the approval of our
customers, but with their agreement we will deliver a
programme of interventions that will develop selling,
engagement, coaching and management skills."
it's not a task we can complete quickly, but we have
already begun implementation, so we are already on
our journey!"
at Pharmexx is delighted to see the investment
in improved capability and new services. "I spend
requirements and a high quality sales operation is
certainly at the top of their list, but innovation is
key too. Customers are keen to talk with us about
our e-detailing experience, call centres and novel
approaches to sales force effectiveness."
service. "We can't be the judge of sales excellence.
That will in part come from our customers, that's
why we ask our customers how we are performing
through our customer satisfaction programme, but
we need to be able to objectively assess what
Sales Excellence looks like. Pharmexx is bringing to
market a new service that will independently assess
how each individual and each team performs on the
key selling parameters agreed with our customers.
We will run the first programme in January 2014
and then begin to offer this service to the wider
market as well as our own teams."
quantifying quality performance. Over time we can
show where each representative started and how the
interventions we make have improved performance.
For me this is where Sales Excellence becomes very
easy to understand."
that the journey to Sales excellence is well underway.
Jan Noteboom
0475 31 97 95
e-mail: jan.noteboom@pharmexx.be
Contract Sales Organization (CSO) and has operating units in major markets USA, South America and Japan
(www.ashfieldin2focus.com).