Month: April 2017

When I started my technical sales career at Pharmacia Biotech, the sales department had a well-planned sales and product training program that to this day remains my gold standard of training.  It consisted of a comprehensive course: two weeks at headquarters for sales/marketing product lectures, hands-on product training, and Professional Selling Skills training. After the second week, the trainers sent you into your territory with your manager for two weeks applying everything that you just learned.  After that, back to HQ to focus on different product areas and more selling skills for another two full weeks and then back into your territory.  This cycle repeated for over four months and the team selling/coaching sessions with your manager lasted another three or four months after.  During this period, it was also expected that you continue with your self-study on the products and your customer’s business. On top of that, you were required to hit your monthly sales targets and complete your admin duties consistently.  It did get a lot easier once you mastered the product line, and your customers, and learned what’s important to manage your manager. (See the 80/20 rule.)    This methodology of constant and never-ending improvement became part of a very healthy corporate culture and a team driven to lead the market in best-in-class products, technical sales, and customer satisfaction. The lifelong skill that this method taught me is not only learning new skills and how to apply newly developed skills. Knowing is not enough, one must apply. Continue reading “The Five Books You Must Read”