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Karen Moyse, Managing Director, leads our specialist training team (more)
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| Some of the people we have worked with.(more)
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| What our clients say about us.(more)
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| Practical examples of the way we work with your team(more)
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| Here are some examples of the way we work(more)
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This picture really says it all. It's the moment when you present at the critical NHS meeting to complex & varied stakeholders. The moment when your big idea, your analysis, your proposal and all your hard work will come under scrutiny. We call it the 'Oh Hell' moment.
Account Managers & Sales teams working inside the NHS today face a difficult task in a fast changing environment. Companies are working out where their skills gaps lie and what skills their people need to implement the account management plan effectively.
We offer a programme called ACE™ Accelerated Account Excellence with our sister organisation The MRI Group. It's designed to maximise ROI with NHS Account Management and Sales teams.
MRI is led by Gary Killington, Jill Anderson and Karen Moyse. (see team). We have had unique combination of experience: sales force effectiveness & metrics for pharma, B2B selling providing ideas from other industries, pharma sales force sizing, marketing strategy, business planning, financial analysis and leadership communications.
ACE™ helps pharmaceutical companies implement the account management plan. It has 6 different entry points:
1) Analysis & Planning
2) Case study development & account simulation
3) Customer Road Tests
4) Skills Gap Audit
5) New sales skills training
6) Real life mentoring
7) Metrics
As part of the ACE™ programme we have been asked to:
- Develop a new consultative selling skills training model designed for dealing with complex & multiple stakeholders
- Adapt skills and ideas from B2B for pharma
- Create a train the trainer programme across 7 markets
- Develop exciting, immersion training programmes to create understanding, buy in and long term impact
- Create metrics designed to derive the behaviours that will influence the bottom line
- Run real customer simulations and feedback
- Show teams how to influence groups and present back solutions
- Run sessions at sales conferences to embed new marketing campaigns combined with new selling skills
- Research attitudes of key customers to joint working initiatives
- Facilitated NHS immersion days - learn how to live in the shoes of PCTs, Acute Trusts and PBCs putting together a service redesign business plan for the SHA
- Develop manager coaching programmes to help them learn to coach in new skills day to day
- Redevelop a "dull training programme" into something exciting and impactful using creative immersion training techniques
Here are 7 skill areas which are particularly helpful to help NHS Account Managers and sales teams selling into the new NHS environment:
1) Understanding the broader NHS world & the non clinical influencers
2) Understand the difference between transactional and consultative selling
3) Know when to use which skills & how to rest the agenda
4) Asking questions appropriate to the customer role
5) Raising gravitas to be a trusted advisor
6) Higher level group influencing skills
7) Solutions conversations versus presenting
Please contact Karen Moyse at Karen@kineticfuture.com for more information about ACE™ or MRI.
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