Doubling Prescriber Access: How ASLAN Training Transformed Pharmaceutical Sales in a 94% More Competitive Market
Overview
A pharmaceutical company partnered with ASLAN Training to enhance selling skills, improve rep engagement, and boost market share. Through tailored sales training, sales coaching, and sales management training, the company saw significant improvements, including a 100% increase in successful calls to prescribers and lasting behavioral change within their sales force.
Overcoming Access, Confidence, and Coaching Challenges in Pharmaceutical Sales
A leading pharmaceutical company faced intense competition in a rapidly growing sales environment, where the number of sales reps surged by 94%, while physician numbers increased only 15%. With 40% of physicians classified as “no-see/low-see,” gaining access was a major challenge.
Their sales team, primarily composed of young, inexperienced representatives, struggled with confidence, relationship-building, and consultative selling skills. Many reps failed to navigate past gatekeepers or effectively engage prescribers. Sales managers, entrenched in traditional corporate culture, lacked strategies to coach and motivate a new generation of sales professionals.
Solutions Implemented by ASLAN Training
ASLAN designed a comprehensive solution focusing on sales management training, customized content, and sales coaching to drive long-term success.
The program introduced tailored training materials, equipping sales reps with tools to overcome objections and engage in meaningful conversations. Reps learned strategies to navigate gatekeepers, build trust with prescribers, and respond effectively to objections—turning interactions from a nuisance into valuable engagements.
ASLAN’s sales management training incorporated a structured program with interactive learning techniques, reference tools, and sales-ready messaging. Reps gained skills to form office alliances, access decision-makers, and develop creative account management strategies to secure customer loyalty.
To sustain results, ASLAN implemented a High-Performance Coaching program, certifying managers to reinforce skills through coaching sessions, self-assessment tools, and ongoing development plans. Managers attended specialized training to enhance their ability to coach and support reps effectively.
Solutions Implemented by ASLAN Training
After implementing ASLAN’s sales training program, a leading pharmaceutical company saw remarkable improvements in its sales force’s performance. The program, which focused on selling skills, sales coaching, and sales management training, led to significant breakthroughs in rep engagement and access to prescribers.
One of the most notable outcomes was a 100% increase in successful calls reaching prescribers. Sales reps, who previously struggled with gatekeepers and unresponsive physicians, gained the confidence and skills to navigate barriers and initiate meaningful conversations. Improved communication strategies also led to stronger relationships with office staff, fostering long-term engagement.
Managers, trained through ASLAN’s sales coaching program, were certified to reinforce selling techniques and provide ongoing development support. With structured coaching, self-assessment tools, and personalized training plans, reps demonstrated lasting behavioral change and improved market penetration.
Feedback from participants confirmed the program’s success—100% of attendees stated the training met or exceeded expectations. A sales manager with 25 years of experience called it “the best sales training I’ve ever attended.”
With ASLAN’s targeted approach, the pharmaceutical company transformed its sales force, doubled prescriber access, and gained a competitive edge in an increasingly challenging market.
"I’ve already recommended aslan’straining program to others becauseof the success we’ve seen. It’s betterthan other courses because it givesparticipants specific language to userather than focusing on theories."
SALES DIRECTOR
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