gilead elite sales training programme

GILEAD is a very successful international pharmaceutical company with an experienced global sales force. The challenge it faced was a lack of uniform selling approach, making it difficult to assess the quality of sales calls. This in turn became an obstacle for identifying improvement opportunities.

We worked with the International Sales Effectiveness team at GILEAD to create a standardised sales approach (ELITE) for its global sales force. From day one, we sat down with individual Sales Directors to understand key success factors for high impact tactics in each stage of the selling process including pre-call planning, opening, call core, closing, and follow-up in each of the geographic territories that they operate in.

The deliverables of the project are multiple elements of a fully blended solution: including live training events, train-the-trainer sessions, internal marketing collaterals, and online sustainable learning.

Key deliverables:

Consultancy
• ELITE sales approach
• Turning theory into digestible learning modules

Live training event
• Australia pilot workshop

Train-the-trainer
• Sessions for top 5 European markets and 5 other markets

Design & branding
• Theme and design for the ELITE sales approach
• Workbook
• Templates

Online sustainability
• Internal online tool to reinforce the LIVE training sessions