A program was carried out for one of the world’s leading companies in the pharmaceutical industry, starting from the country sales managers, and including the sales representatives and distributors. The program started with KPI determination, in which the development areas of the managers were determined with the participation of the country managers. It continued with training and workshops on development areas, development coaching and follow-up meetings where progress towards targets was reviewed and achievements were celebrated, and ended with a closing where evaluation and forward notification were made.
In the program, common goals were determined at all levels, and the efforts to reach these goals supported the progress of the teams by keeping them on the development roadmap.
With this approach, a holistic sales approach was achieved within the company.