Training & Development

(What, Why, How)

TRAINING DEVELOPMENT

Mansoor KhanTeam Lead-Training & DevelopmentCirin Pharmaceuticals (Pvt.) Ltd.IslamabadSkype: mansoor.lahoreCell: 0331-5494769

اور میری زبان کی گرہ کھول -اور میرا کام آسان کردے-دےمیرا سینہ کھول ( اس کام کے لئے)میرے پروردگار کہا

میری بات سمجھ تاکہ وہ-دے

لیں

3

Differences between Training & Development

• Training is short term, task oriented and targeted on achieving a change of attitude, skills and knowledge in a specific area. It is usually job related competencies.

• Development is a long term investment in human resources through formal education, experience & relationships.

• Noe, R. A. (2008). Employee Training & Development, 4th

ed., New York: McGraw-Hill Irwin.

Why Train Salespeople?

82% of all sales people fail to differentiate themselves

or their products from the competition.

86% of all salespeople ask the wrong questions and

miss sales opportunities.

62% of all salespeople fail to earn the right to ask for

commitment.

82% of salespeople discount price to earn a sale.

Statistics based on research conducted by The Sales Board. Over 16,000 customers and 300 salespeople

in 25 industries were studied. (HBR Vol . XII)

Training & Development in Pharmaceuticals

CustomerSeller

6

The Gap b/w Aspirations & Results

Performance/Results

Time

Expected Curve

Actual Curve

Gap

In training terms this means we need to develop programs to fill the Gap

500 Rx

300 Rx

200 Rx

Training & Development in Pharmaceuticals

Counterbalancing the Gap(Pharmaceutical Selling Relationship)

Physician

Representative

To identify the skills that will lead to achieve business objectives.

Skill Objectives:

Example Objectives:

- Relationship building

- Customer Development

- Customer Handling

- Quality in Deliverance

Training Objectives:

To Execute a training plan that develops the needed skills after identification.

Determine which business objectives We want to impact.

Example Objectives:

-Establishing Corporate Image

-Increase Market Share

-Improve Profitability

-Raise Sales Productivity

-Increase Return on Investment

Business Objectives:

Training Department in CIRIN

• Training & Development is an integral part of CIRIN

• A huge budget and efforts are allocated for Training & Development of Cirin Field Force.

• Expansion of Team Lead-Training & Development position to be based at Karachi, is planned to cater the FF of south.

Training Department in CIRIN

• To inculcate Quiz in Evolet for Field Force on Monthly Basis.

• This will be incorporated in November 2014.

• Two Phases of Training in south & North in 2015 (1-From Jan 2015-June 2015 & 2-July 2015-Dec 2015)

Reinforcement of Skills in the Field

The reinforcement strategy will actively involve our entire sales

organization.

• Ensures the rapid transference of skills to the field.

• Allows business objectives to be achieved.

• Guarantees the long-term impact of the training.

• Produces a significant professional & personal return on training

investment.

87% loss within

one month*

TRAINING

TIME

I

M

P

R

O

V

E

M

E

NT

*Source:Huthwaite study published in American

Society for Training & Development Journal

87% of all sales

training is lost

within 30 days due

to the absence of

reinforcement.

“The significant problems we face cannot be solved at the same level of thinking we had when we first created them.“

Albert Einstein