Sales Training

In Life Science sales training is usually divided into two things. Technical training in relation to complex products and sales training in relation to selling techniques. For the selling techniques many big companies often have big “commercial excellence” programs which to me often appear to be very complex and sophisticated sales training programs. This can be towards own sales staff, agents or distributors etc. These trainings can e.g. involve role plays and lots of very theoretical approaches on how to improve sales skills. Obviously the sales trainings are good but there may be a tendency that they take the sales process to a very theoretical level with little focus on cases and products. They lag the part where you really manage to dig into the customers real life problems. Asking the right questions. Real life scenarios and products.

There is probably a million books on sales techniques with one million different approaches. I am a firm believer in keeping things simple and define the sales process in roughly 4 very simple steps.

  • Find a lead

  • Qualify lead

  • Open a sales process

  • Close

Out of these 1-3 is probably the hardest and everybody can get better and evolve. Maybe you have somebody in your organization that you would like to develop as a sales person and/or maybe there people in your organization that can help facilitate in let us say 1 or 4 simply by being more aware.

This could apply to both direct and indirect sales (e.g. distributors).

Helping you build Life Science

  • AJB-Consult develops real sales in the polarized interface of sales and science
  • AJB-Consult has a unique insight and understanding of all Life Sciences and processes
  • AJB-Consult helps you develop simple and applicable business optimization to increase your revenue
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