Field Visits with pharmaceutical sales executives can take up to 80% of a sales manager’s time. The benefits to sales executives, managers and organizations in general are significant, yet the value of such visits is often questioned. The key success lies in how they are undertaken.

 

Field visits provide support and advice for sales executives, assessment and relationship-building opportunities for sales management, and improve productivity for organizations.

 

Lack of structure is a major factor in many of the poorest field visits and the results for the company can not be underestimated.

 

Allan Mackintosh (the tutor) has completed over 1,000 pharmaceutical “field visits” in his thirteen years as an Area Manager and Sales Coach within the pharmaceutical industry. By attending this MasterClass you will gain constructive and appropriate knowledge to find ‘best practice’ in performing field visits. Within this two days course Allan Mackintosh will share with you his findings on how to make field visits enjoyable and productive for both the sales executive and sales manager and to improve the productivity of the organization.

   Allan Mackintosh, Bsc.F. Inst.S.M.M.

Allan is a Training and Development Professional with over 23 years of experience in the pharma industry. The years he spent in the pharmaceutical industry have given him experience as a sales executive, sales manager, sales coach and trainer. He latterly spent 6 years working as Manager/Development Coach with GlaxoWellcome and GlaxoSmithKline, before branching out to form his own management coaching business in 2001. His last industry role involved coaching top-flight sales executives, first-line and senior managers, and providing support to enable them to identify and achieve their business objectives. Particular emphasis was placed on supporting new managers who had been promoted to management from the sales function.

 

Allan has worked with employees and teams from international companies such as GlaxoSmithKline, AstraZeneca, Sanofi-Aventis, Janssen-Cilag, Otsuka, Lundbeck, Goodrich Aerospace, Thyssenkrupp and Bayer as well as numerous local and national organisations within the United Kingdom, including professional sports teams, the Newcastle Falcons and Glasgow Warriors.

“Allan has vast experience from his nineteen years in the pharmaceutical industry and he has used this to continually develop new methods of working. Field visits is an area in which he excels and his ASPIRES model bring a structure to ensuring that field visits are beneficial to representative, manager and customer.”  

Andy Smith, Divisional Business Manager - Sanofi Aventis.


“I would describe Allan as a great ‘field visitor” when he was a pharma sales manager. His visits were structured, based on specific business and skills objectives, and carried out in such a manner that I always found them motivational and productive.  Since becoming a sales manager  I have found his training and support in this area quite outstanding.”

Stuart Martin, Area Sales Manager - GlaxoSmithKline.

 

• The benefits of regular field visits to the pharmaceutical sales executive, sales manager and organization
• How to structure the effective field visit day
• How to ‘turn the key’ to enabling self-motivation in Sales Executives
• How to ‘contract’ the day to manage expectations
• The essential skills of Contracting, Behavioral Adaptation, Performance Coaching, Situational Leadership and Constructive Feedback
• How to ensure adequate and effective follow up development
• How to get feedback on your own ‘field visit performance’
• And many practical real life case studies and application workshops

 

Pharmaceutical Sales Directors, Sales Managers, Sales Trainers and Coaches.