Customer Situation

• Although customer had a relative monopoly in a therapeutic area, they faced increasing competition from both Japanese and foreign companies
• Customer was concerned that quality of staff might not be up to the challenge from competitors

Critical Issues

• Customer had adequate staff numbers, but sales skills in particular were not strong
• Customer's own internal training courses were out-of-date and trainers were not qualified to teach modern methodology

The Innovex Solution

• Customer asked Innovex to do an audit of both its staff and trainers
• Innovex identified several key areas - territory planning, call objective setting, and presentation skills - where shortage of skills could be detrimental to company's successful protection of its market share position
• Innovex designed a tailor-made course to be implemented at all levels of Field Staff - at both District Manger and MR level - and "trained the trainers" to teach it
• Innovex helped the customer implement the course throughout Japan

Results

• Within three months, all the company's District Managers and MRs received updated training in core areas of need
• In-house trainers became qualified to implement future training on their own
• Company successfully defended territories against competitors