Left out of the show, yet commanding the circus

When you talk to most SFE experts in the industry, no matter where you might begin, the conversation eventually comes around to the importance of ongoing training and coaching.

By Anonymous (not verified) on Oct 27, 2009

When you talk to most SFE experts in the industry, no matter where you might begin, the conversation eventually comes around to the importance of ongoing training and coaching. Its one of those given truths that simply isnt debated.


So, I was a little surprised to learn about the results of a recent survey among pharma district sales managers and marketing directors conducted by the consulting firm Delta Point. More than 100 respondents from 20 pharma companies, including eight of the largest drug makers, say that in spite of being in charge of overseeing thousands of reps in the field, they themselves arent given the necessary training to improve their own skills.


Delta Point says: A significant gap exists between the importance place on skills that enhance customer relationships and the training structure and opportunities that pharmaceutical companies are currently providing managers.


The numbers behind this conclusion are pretty staggering. Only 32% of the DMs participating in the survey say formalized programs exist to improve managerial skills on an ongoing basis. A whopping 49.5% say there are no such programs at their companies.  Only one-third of those surveyed say they have access to training resources targeted at improving relationship building and connecting with customers that are difficult to reach.


The vast majority (58%) of those surveyed say their companies have no easily accessible programs aimed at developing selling skills. And just 21% say resources are available to help teach relationship building to their team. Perhaps most revealing: only 34% report that their company has a formal process to evaluate the success of reps who become managers. 


If these DMs viewpoints accurately represent the state of the pharma industry, we have the ultimate example of the blind leading the blind. How can we expect our DMs to coach and train field reps, when they dont have the necessary skills themselves?  No wonder so many field reps say they dont get the support or guidance they need from their managers.  How could they?


SFE is just a pipe dream if those meant to coach, train and instill it in their field teams are left without the support and training they need. If the results of this survey are really true (and Im not questioning Delta Points abilities here just shocked at the outcome), were just left chasing our SFE tails til we drop.


DMs, please weigh in here (anonymously if that makes your life easier). Is this really the case at your company? And, if so, in your opinion, why?