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Ping Pong
When the teams are not regular
"The current challenge of a sales meeting is to promote Innovation without losing focus on promotional strategies". Sidney Bottino, training manager at Torrent, has adopted, together with his team, a model where teams are not regular. "That means, even if a district Manager has in his team several teams, this District Manager specializes in training only one team per cycle meeting", says the executive, who has already worked in companies like Baldacci, Searle and Bristol and has over 25 years of experience in the pharmaceutical industry.
Focus on specific actions
According to the executive, it is possible for both sales reps and District managers to focus on specific actions for the following period by focusing on specific actions. "In the next meeting, there is a shift of district managers and sales reps per team, what means that we do not repeat the same District Managers neither sales reps per team in meetings. It is all very dynamic, which also provides movement and interaction among all regional participants."
The creation of a "guion"
Bottino explains that in order to help the district Managers in their activities during the meetings, he has developed a Guide to the district Manager. "With it, it is possible to work the whole meeting by following a training program and by approaching topics previously defined as the most important ones for that region. I believe that more companies will adopt such model, as this way it is possible to establish and execute an exclusive training model during the meetings".
Feddback impacts on the enviroment
The consultant adds: "we can state that our environment evolves through constant feedback. It is not only about speaking but also or body language, behavior and daily attitudes".
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