Successful companies have invested time and resource into essential activities required to improve Sales Force Effectiveness. But between the development of a sales and marketing strategy and a successful sales call lies the all important interaction between sales representative and Health Care Practioner (HCP).

Many methods are used to observe in-call effectiveness including validations, detail follow-ups, training needs analysis and specialist audits. But the most effective method appears to be to employ a coaching culture and then to empower and equip sales teams, particularly first line sales managers (FLSM), to be able to coach and assess their teams effectively.

FLSMs need to accurately observe and assess the selling skills and behaviours of the sales team during sales calls in order to create sustained benefits from coaching and training interventions.

Advance™ Integrated SFE Management Tool
enables FLSMs to effectively coach, track and then report back in-call effectiveness according to pre-determined criteria. This means feedback about in-call effectiveness is calibrated as well as being presented regularly, consistently and rapidly. This provides management withup-to-date information and gives them time to formulate and roll-out changes in message and approach more effectively.

UK Patent Pending.  Patent Application Number: 1102439.9