Sales Training and Development in SanofiAventis Pakistan Limited

Group Members:
Jazib Ali Yousfani 11900
Nadir Lalani 12691
Muhammad Hassan Khan 12790
Syed Hashim Raza 13607
Khurram Idrees 13144

Industry
In 1947, there was hardly any Pharma industry in the country.

Today Pakistan has about 400 Pharmaceutical manufacturing

units.
25 multinationals present in the country.

The Pakistan Pharmaceutical Industry meets around 70% of the

country's demand of Finished Medicine.
The domestic Pharma market, in terms of share market is almost
evenly divided between the Nationals and the Multinationals.
The Pakistan Pharma Industry is relatively young in the
international markets with an export turnover of over US$ 100
Million as of 2007.

Sanofi

Diversified offer of medicines and innovative therapeutic

solution

World leader in human vaccines

World leader in animal health

Sanofi
Incorporated in 1967 as Hoechst Pakistan Limited.
Manufacturer of Pharmaceuticals and Specialty Chemicals began
in 1973.
Company went public and was listed on the Karachi Stock
Exchange in 1977.
By virtue of several Mergers, Acquisitions and Divestitures the
company underwent several reincarnations over the years.

Today, the company is Sanofi-Aventis Pakistan limited while the

corporate identity is simply Sanofi.

 Sanofi is the 7th largest pharmaceutical company in Pakistan with

a market share and growth rate of 3% (2012: 4.2%) and 10%
(2012: 12%)
Sanofi S.A. France, is one of the worlds leading integrated
healthcare companies offering:
Medicines

Consumer healthcare products

Generics

Animal health products.

What is Training In Sales?

Sales Training In Pharmaceutical

Industry
Importance:
Motivate towards High Performance.
Improve productivity.
High Sales.
Efficient prescriber engagement.

Studies around the world

Global Pharmaceutical Company

Global pharmaceutical company was getting ready to launch a new product but concerned
that their sales reps would not adapt well to cross-selling multiple drug lines while trying to
learn a new therapy. The company turned to PBR to develop and deliver new product
training launch.

PBR trained 300 sales reps and sales managers in customized on-site workshops that
focused on Gaining and sustaining access to doctors. advanced probing strategies and sales
questioning techniques and expanding the sales call.

The result was that 12 months later, new drug launch exceeded revenue projections by
more than 31%. Within 2 years, the drug became the #1 blockbuster. Sales leaders
attribute their success to PBR sales and sales management training workshops, one-on-one
coaching and sales training reinforcement.

Effects of Sales Training On Employee Productivity

Development of Committed
Sales Force
Winning the
Confidence of Doctors

Increased Competency

Effects of Sales
Training On Employee
Productivity
Gain Experience on the
Field

Investment on
Employees
Improve Communication
Skills

Sales Hierarchy

Sales Hierarchy
Total employees working are 1000
35-40% is Sales Force
Director Sales is heading the Sales Department
6 to 7 District Sales Managers
South Zone comprises of cities starting from Karachi, Sukkur, all the way to Quetta
North zone comprises of cities starting from Rawalpindi, Islamabad, Peshawar all the
way to Bannu
Central zone comprises of cities starting from Multan, Lahore all the way to Faisalabad

Hiring Process
Advertisement
Online Application Process
University Recruitment Drive
Candidates having medical background

Shortlisting
First interview

Second interview

How a medical student can

generate sales for the company?

In our company we have a very well established training

program in which we trained our newly recruited employees the
art to sell and its our own crafted program, and we are very
confident that any employee who once get through this program
can successfully become a Pharma Associate of the company.

Training Programs
1. License To Sell:
4 to 5 day training program
Hard Skills Training
Soft Skills Training

Hygiene Factors
Ethics

 Certification to trained employees

Syed Iqbal Ali, Executive Sales Manager (South) certification is a source
of motivation to employees as they feel being valued by the company
and management also feels that without their motivated, and well
trained employees its difficult to achieve what Sanofi meant to achieve
in longer run a market leader in Pakistan.
Furthermore when we asked Mr: Hasan, Executives Manager Training &
Development; Is there any training practice or technique which provides
a competitive advantage to Sanofi employees? In response to this
question he said, we believe in continuous improvement because of
which we offer a training program quarterly which means four times in a
year after every three months, whereas other Multi National Firms (
MNCs) arranges their training program for a longer period of time
around 10 to 30 days and just complete in one go and its a very rare
case in those companies that they would consider more than one
training program in a year.

Training Programs
2. Train To Grow:
Certification from IBA Karachi
Offered twice in a year
Well performing Pharma Associates

Leadership Skills

Informal Training
Ongoing Training
Conducted throughout the year at Sanofi
Sharing Experiences
Valuable Insights
Informal training is easy to implement in critical situations

How do they find there is a need of

training?

Online Assessment

Periodic Meetings

Evaluation Of The Program

Performance Standards
Quantitative and Qualitative Measures
Feedback from Doctors

Quantitative Measures
How many new customers are added by the Pharma
Associates?

How much the Pharma Associates has achieved in reference to

his sales quota?
How much profit has been added by the Business Unit?

Qualitative Measures

How much goodwill is being created with the customers?

How many customer complaints have decreased due to

operations and dealings of the Pharma Associates?

What the Manager Says

According to Mr. Haseeb Khan, Sr. Field Training Manager Sanofi,

The best way to check the effectiveness of sales training
program is reflected through sales.

Employee Development
Calendar

Soft Skills Development

Activities

Leadership Skills Development

Activities

Technical Skills Development

Activities

Critical Analysis
What we learned from our Sales Management class and lectures and what we
experienced through our visit to Sanofi is somewhat different.
At Sanofi, Mr. Iqbal, Sales Manager said that:
We are moving from learning to training process
which shows great determination towards increasing the sales training
effectiveness.
Formal trainings are been given to their Pharma Associates once they get hired.
License to Sell and Train to Grow. Both training have their own set of
requirements.

Informal trainings are also given to Pharma Associates mentored by respective

Business Unit Heads.
Conclusion

Recommendations
Training must be customized:
Training must be repeated "one-offs simply dont work:
Training must be integrated into the daily life of the sales
team: