In response to the ongoing changes in the healthcare environment and the need to quickly respond to customer needs and opportunities, many pharmaceutical companies are asking field sales employees to run their assigned geographies as a profitable business.

To successfully accomplish this, sales managers and professionals need business acumen skills to assess their marketplace, identify opportunities, and determine how to optimally manage limited resources.  They also need to create business plans that are aligned with corporate and therapeutic area sales goals.

Does your company have a consistent business planning process with supporting tools and templates to help Sales Professionals drive results and achieve success?

Using our industry expertise, WLH has developed a Sales Business Planning and Resource Allocation Framework (BPRA Framework). This framework outlines the steps needed to develop and recalibrate business plans.

In addition, WLH offers business acumen skill development programs to fill specific learning gaps.

With a full understanding of your company’s unique sales processes, reports, systems, and organizational culture, WLH can help you by designing and implementing the following measures to ensure success:

  • Customized tools and templates to support business planning that allow for easy data capture and development of formalized business plans
  • A business review process to assess and recalibrate plans based on sales performance and marketplace conditions
  • An organizational readiness cascade and learning strategy to ensure overall implementation
  • Business planning and marketplace workshops, including distance learning programs for field managers and sales professionals

Wendy L. Heckelman, Ph.D.
Author:
Wendy L. Heckelman, Ph.D.

Dr. Wendy Heckelman, president and founder of WLH Consulting, Inc. has over 25 years of experience working with Fortune 100 industry clients. These include pharmaceutical, biotech, health care, animal health medicines, and consumer products, as well as international non-profit organizations and growing entrepreneurial companies.

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