Workshop Testimonials

Business Unit Director - Schering-Plough

The partnership with REMAP has blended perfectly with the vision, values and objectives I had for the team on arrival. As well as the course having a fantastic impact on the sales team members, I believe that it has also had an impact on me. The REMAP experience has made me more confident as a sales person and happier than ever to actually sell. In addition, I believe this has made me a more effective and valuable Board member. April 2006

Divisional Business Manager - Sanofi Aventis

I have been associated with Remap in the development of 3 specialist teams.

The sales results (2005) are well documented (see Case Study 1) and you will have seen the uplift in sales which I can confirm was associated to a large extent with the Remap training we introduced.

Q. What did the Remap Sales Call Reluctance workshop do?

A. The team was highly specialised, conversant with their product and the associated data sources; deeply engrossed in the therapy area, but had lost focus on the main goal - selling. The workshop highlighted areas that representatives could easily focus on and improve in the following weeks and months. Remap made sales and selling the main focus and made individuals question their ingrained habits. Once people understood the barriers to their sales success and implemented the solutions, sales once again became exciting, individuals celebrated their breakthroughs and their successes - sales grew.

In 2007, I introduced the workshop to two specialist teams of 7 and 12 representatives. Again they were experts in their field but possibly less expert and certainly less aware of the importance of their ability to sell. The workshop was very well received despite some scepticism prior to the even ! The sales success evident above is yet to be shown but I can confirm that the early achievement of short term objectives has been demonstrated and more importantly the focus on sales and selling has given an energy and enthusiasm that was previously lacking.

Sales Manager - Sanofi Aventis

The workshop has changed the way we work as a team. This short term action planning works! The fact that everyone has achieved all of these tangible successes has made everyone feel positive and good about things. In the past we have looked at success as “getting things onto Formulary”, but never really worked through the small steps as to HOW to!!

Sales Manager - Sanofi Aventis

I believe the course to have been a success. As you are aware some of my team took the training & put into practice better than others. Overall I learnt a good deal about how I communicate with individuals and how I can improve this. I thought the exercise was invaluable which determined our SCR - a great base from which to work on. I have challenged myself to manage my of my team differently, they are not all the same. I am using the phone more, doing calls when I need to, and trying to do what the team need when I’m out on field visits...rather than doing the same old things. I’m enjoying the day more, and hopefully they are.

Sales Manager - Roche Pharmaceuticals

The Optimise training has had quite an effect on the team in many different ways. For those members of the team who had a degree of call reluctance, they have embraced the feedback they received and worked on their objectives with great results. The one thing that they say has changed is the energy they now have and the levels of success are greater. This is due to the fact that they are not running away from situations but addressing them face on and also dealing with tasks and customers they would have otherwise not done. For the others who were not call reluctant the interesting thing for me was the engagement and commitment to achieve their objectives and address the parts of their jobs that they liked the least. Mediocrity is not acceptable any more!! Overall there has been a marked increase in the team’s commitment and energy. They all feel this course has been of great benefit to them.

Sales Manager - Roche Pharmaceuticals

Optimise has enabled me to understand how my team operate emotionally. The last 4 weeks have revealed significant positive actions and words, which demonstrate they are trying to change some of their behaviours. The team has been willing to share their experiences daily and in some cases share their emotions and personal goals. This change in behaviour has allowed me to understand how my team operates emotionally and hence how I should support and motivate them in the field. The key to Optimise is for the team to continue to develop using the sales call reluctance knowledge. This will further enhance their ability to deliver on their objectives and feel fulfilled within their role and career at Roche.

Sales Manager - Roche Pharmaceuticals

The three days of the course were both enlightening and thought provoking and I personally enjoyed them and got a lot out of them. From a managers viewpoint the course has given me and my Team a new common language to discuss our performance with and a basis for people to approach their toughest calls with confidence. The feedback from the Team has been excellent. I will continue to work on my areas I identified as those I would like to improve and I know that many of my Team members have made the decision to 'grasp the nettle' and use the course and it's learning’s to really make the effort to change behaviours. The most useful practical idea was definitely the 'zapper', I still wear it every day and use it to remind myself that nothing is impossible. Overall, Optimise was the best personal development course I have ever attended - thank you all for the time and effort you put in to it and the continuing support you are showing my Team and myself.

Individual Quotes from Sales People

The biggest change for me is now I feel much more comfortable getting out my sales aid and selling !
I am now making more appointments and spending less time on spec calls.
I have stepped outside my comfort zone and I am knocking on that door, stopping that consultant in the corridor and asking THE question.
I have acknowledged emotional reactions to sales situations and have explored and used techniques to maximize my effectiveness when selling. This has been very powerful.
I know I will see growth next year - your coaching and the Remap program played a big part in me achieving this.
Less wasted time due to customers cancelling at the last minute because telephoning ahead to check availability on the day.
I now have SMART pre call objectives for every call I make.
This course reminded me of why I really do enjoy selling.
I’m less apologetic.
I am asking for the business or a decision and am not getting ‘shunned’.
Because I am asking more questions and I am now finding out a lot more about why they aren’t using my product and more clarity about how.
Generally I am feeling less stressed & am sleeping better each night. This means I have more energy each day for work.
I have realised that consultants aren’t Gods and I can sell to them!
I have changed the way I have talked to myself and this has increased my capacity for work. Last week I worked 53 hours, enjoyed them and felt great.
I have been making real progress in Newcastle that I would probably not have made without the wake up call the workshop provided me with.
The coaching period was great…with no hiding place.
I have also accepted that there is nothing to fear about asking for things.
I have always believed what I had been told about how difficult it is at Leicester - I have just gone and done it and its going well.
The workshop has provided a fresh start and a kick up the backside.
I am definitely probing my consultants more since the workshop. Not so frightened to ask the difficult questions anymore
I was not good at calling Consultants and Drs on their mobiles due to my Telephobia, but used the countermeasure and made some calls. I got a great response from Consultants and I am now finding it much easier.
I have backed off a bit in the past, which I have stopped. I have found myself asking for ‘my share’ more.
I have used my Remap coach to plan my language and sales strategies. An example of this is where we decided to see if a Pharmacist would act as an ambassador for me. Not only did she agree to help, she went up to the Consultant I wanted help with and did everything for me!