9 Insights on Sales Force Performance Boost
01: Torsten Christann is a Managing Partner at Digital Oxygen and is responsible for the Sales Force Performance Boost. What exactly does “Sales Force Performance Boost” mean?
Torsten Christann: The Sales Force Performance Boost we developed is an approach to quickly and purposefully harness the full potential of the sales team in Pharma and Medtech. At the end of the process, all sales staff are equipped with the best sales arguments, problem-solving approaches, and materials.
02: How does this approach differ from previous sales strategies?
Torsten Christann: Our approach combines best practice sharing and customer surveys. First, we collect the best practices existing within the teams by surveying the most successful sales staff. Since this is now done anonymously and by third parties, we experience greater openness in sharing them and, at the same time, higher team acceptance in adopting them. Before we share the best practices with the team, however, we test their relevance and acceptance with customers. This way, we avoid rolling out regionally relevant or isolated solutions that don’t bring the desired market success. By the way, by surveying prescribers, we often gain new insights into current challenges or support needs when prescribing products. The best practices are then rolled out in a Sales Force Playbook. This playbook serves to share the newly gained knowledge about customers and the relevant best practices as quickly as possible throughout the team.
03: What does the Sales Force Playbook contain?
Torsten Christann: The playbook is a central element of our approach. It contains new insights from the market, the relevant best practices, and implementation strategies tailored specifically to the needs of the respective customer group. It serves as a guide for the entire sales team to realize growth potentials immediately.
04: How is it ensured that the entire sales team benefits from this playbook?
Torsten Christann: After the playbook is created, we present it in a keynote session for the entire sales team. This ensures that everyone on the team has the same information, tools, and resources to succeed. Each client then decides individually whether we are still there to support them in practicing and deepening in smaller groups or not.
05: How quickly can companies expect results after implementing the Sales Force Performance Boost?
06: Which industries benefit the most from this approach?
07: How does Digital Oxygen support companies after implementing the Sales Force Performance Boost?
08: What are the biggest challenges sales teams face today, and how does the Sales Force Performance Boost address them?
09: What would you advise companies looking to improve their sales performance?
More information about the Sales Force Performance Boost here.