I can see in the acorn the oak tree. I see the growth... Maya Angelou
Training Development Case Studies
A Mid Sized Pharmaceutical Company engaged The Crisfield Group to revamp their sales and management training processes. This included their existing selling skills model and the creation of a sales coaching model and process. Working closely with the President, Vice President of Sales and regional directors we conducted an internal needs analysis to identify sales and coaching best practices, cultural norms, and organizational needs. In addition, we looked at industry norms and best practices. We also reviewed all existing training materials and programs for all sales representatives and field sales managers. Using this data we made extensive recommendations on ways to improve their sales and field sales management training. In addition we modified the client's existing selling model and created a process to virtually retrain the entire sales force. We created a custom slide deck, leader's guides, participant's guides and conducted an extensive train-the-trainer session with all field sales managers.
Click on image to enlarge
In addition, we customized The Crisfield Group's proprietary field sales coaching skills process - Conversational Coaching, to meet the needs of the client. The Conversational Coaching process was then rolled out to all field sales directors and managers during a live training session. We developed a custom slide deck, leader's guides and participant's guides.
Click on image to enlarge
A Small, Start-up Pharmaceutical Company engaged The Crisfield Group to create a all initial sales training materials for start-up of a new cardiovascular sales force. Because the company was in start-up mode they did not have the budget to produce custom disease state training materials. We worked closely with the Vice President of sales and marketing to identify needs and created a training process utilizing publicly available disease state training materials, combined with 3rd party materials. This was combined with additional selling skills training materials created by The Crisfield Group to produce a cohesive sales training program. We then conducted a train-the-trainer with a regional manager, providing a leader's guide, participant's guide, and slide deck.
