in every respect.” –
“I would like my reps to participate in this workshop at least
once a year to keep their skills
sharp.” – Sales
learned more in a few hours than I could have in months on the job." -
presenting Sales Management and Sales Representative
workshops in 1990.
Equally beneficial both to veterans and individuals new to their important
responsibilities, our workshops afford the participants a unique opportunity
to practice the skills they use back on their jobs.
Participants engage in a variety of
realistic and challenging scenarios. Our Facilitators, professional
actors/teachers, lead them through this process. With
our Facilitators as practice partners, each iattendee
has an opportunity to enhance their skills in face-to-face interactions.
The situations are drawn from real life; the issues reflect the most current
and challenging concerns in the industry today.
The workshops are custom-made, not
off-the-shelf generic programs. Our Facilitators periodically ride-along
with our clients' Reps to update their knowledge
of the company culture and information about key products and disease
states. They also receive formal product training by
client trainers. This product knowledge is essential, because,
whether they are taking on the roles of simulated representatives in their
interactions with their managers, or physicians dealing with Sales
Representatives, they must be able to discuss core messages, appropriate
studies, competing products, objections and current concerns.
At Simulations, we are constantly
striving to improve our work for our clients. At the end of every workshop,
we ask the participants, and their managers, to evaluate our
performance. The quotes you see through out this document were all taken
from evaluations by participants over the years, and reflect the
consistently positive and enthusiastic feedback we’re proud to receive.
Prior to any workshop, we individualize
the program. In consultation with the Regional Director for a management
program or the DSM for a sales rep session, our staff reviews the strengths
and areas for growth of each of the participants, so that every scenario
selected will be the most appropriate for a given attendee.
During the program, throughout the
exploration of each scenario, we employ a stop-and-go format, so that we may
assess the interaction, discuss possible actions and then re-enter the scene
to implement them. In fact, one of the most positive elements of our
workshops is the lively, free-form group discussion stimulated by the
scenarios. The other participants are eager to share their experiences and
suggest a wide variety of approaches to their colleague taking part in the
scenario. We channel and focus group input into specific actions they might
take when they re-enter the scenario; we also make sure that group
discussion doesn’t substitute for actual practice.
interactions are recorded on videodisc. Participants receive their discs at
the end of the program. We’re aware that, at the outset, there are
occasionally some reservations about the video recording, but as the
workshop proceeds (and they are assured that there are no “evaluation” or
file copies) they see the value of reviewing their work.