The Australian consumer healthcare market is highly competitive and fragmented, with more than 30 major healthcare and pharmaceutical companies competing for the attention of doctors and patients. Bayer realised it would require highly skilled sales representatives, a disciplined sales process, and a commitment to building a high-performance culture to achieve its objectives.
But would undertaking a major change to their sales system prove to be worthwhile? Absolutely! Bayer Health Care Professional Group is now ranked the number one pharmaceuticals sales team in Australia* and its core products have experienced double-digit growth, sustained over four years.
So, how did they do it? Join Bayer’s Darryl Reed and Forum’s Cynthia Stuckey as they discuss:
The fundamental components and framework of a sales strategy
The eight core levers for success
Bayer’s journey to align management, create a high-performing culture and achieve their stretch sales targets
How Bayer addressed embedding consultative selling skills, tracking performance, managing feedback and more
Challenges faced on the journey and how they were overcome
The results Bayer achieved as well as examples from other sales transformations
Plus, you will hear about how Bayer and Forum partnered to build a learning system to help salespeople differentiate themselves and the HCP brands through consultative selling, the comprehensive approach to making new skills stick and the outcomes of those efforts.
The interactive session will be moderated by CSE's Bryn Hughes and include time for your questions to be addressed by the speakers.
About Forum At
Forum, we help our clients develop their leaders, managers and sales
teams to realise specific business objectives faster and more
effectively. We are proud to provide award-winning, comprehensive
training solutions backed by in-depth research to clients throughout
Asia Pacific and around the world.
About The Centre of Sales Excellence The CSE is a community of Australian B2B sales leaders, operations specialists, global experts, and select capability providers. Our mission? Help 'sales' become a legitimate, highly respected profession and Australian sales organisations reflect these best practices. CSE is often the starting point for leaders seeking to accelerate sales operational excellence.