WCW developed a comprehensive and consistent sales methodology and training process that was customer and patient centered. WCW led a 2½-day planning and team-building session with the company’s VP of Sales and top sales managers to establish a sales strategy for aggressive growth, to improve the team’s planning skills and process, and to introduce a planning process and design that could be exported to the field via a national sales meeting.
We also built a retail sales and service training program that addressed basic selling skills appropriate to the industry’s healthcare professionals and dispensers. The one-day program was designed to be delivered by the regional directors and field training team. A coaching component supported new patient management and selling skills at a practical level.
In order to support key staff members as they practiced their new consulting roles as owners and managers, WCW developed a performance training and development process, which included a 2 ½-day training program with support tools and materials for field use. WCW provided ongoing coaching to the consultants over a one-year period and gave them process documentation tools to ensure consistency, effectiveness and institutional memory in the event of consultant transition.