Upskilling global healthcare teams to defend and grow value
Client background
A long-standing client of The Sales Coach Network, this global organisation serves the healthcare and life sciences sectors delivering clinical, commercial, and communications services to the world’s leading pharmaceutical companies.
Over the past five years, we’ve worked together to create a structured learning journey impacting more than 1,200 professionals, embedding value-based consultative selling across the organisation.
The challenge
A principles-based programme that could deliver measurable margin improvements quickly.
Following a merger and a review of their competitive position, the client recognised the need to upskill medical teams to better defend and retain value.
They were looking for:
A centreline approach adaptable across diverse business units and global markets.
A multi-modal learning experience tailored to three levels of client-facing professionals.
Our approach
Consulting with senior leaders to understand market challenges, internal capabilities, and what success should look and feel like
Designing and delivering a targeted negotiation programme for three tiers of executives delivered via live online sessions and supported by a self-directed video series hosted on their internal platform
Building on this success with follow-on programmes focused on opportunity origination, consultative selling, and qualification rigour
We partnered closely with the client to design and deliver a comprehensive suite of programmes aimed at strengthening commercial confidence and protecting value. This included:
Value added
The client now has a global learning ecosystem that drives commercial impact across functions and geographies:
A shared language and toolkit for selling and negotiating with confidence
A scalable library of on-demand learning resources for ongoing development
Live, high-impact facilitation that reinforces behavioural change in real time
In their words
It’s a privilege to work with Les and Jonathan as I always know we’re going to have a great conversation! The programmes they deliver are always highly practical and instantly applicable to our business.
