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Global Pharma Leader Achieves 100% Increase in Prescriber Engagement

With ASLAN’s tailored strategy, reps reached more prescribers, deepened conversations, and unified how they sell.

45deg-arrow-red 100%
More Calls Reached Prescribers
100%
of Participants Said Training Met or Exceeded Expectations

Overview

A leading global pharmaceutical company had a strong product portfolio and skilled reps. But they couldn’t reliably gain access to prescribers. Conversations stayed surface-level, and growth was stalling.

Sales leaders were trying to drive change, but without a unified approach, coaching was inconsistent and tough to scale.

To move forward, they needed more than product knowledge. They needed one field strategy that every team could rally around. That’s where ASLAN came in: to align the field around one strategy, improve access, and equip leaders to make the change stick.

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The Challenge

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Our Solution

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Results & Impact

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THE CHALLENGE

Expertise Without Access

The company had capable reps and respected products. But reps couldn’t reliably get in front of prescribers, and when they did, conversations defaulted to clinical talking points. Coaching was happening, but without a shared approach, it couldn’t scale.

Here’s where things broke down:

  • Field Reps: Struggled to consistently secure meetings with prescribers and often defaulted to surface-level messaging.
  • Sales Managers: Wanted to coach but lacked a consistent framework to guide and reinforce what good looked like.
  • Account Teams: Worked independently with no shared playbook, making collaboration and scale difficult.

The result? Missed opportunities and stalled growth. To turn things around, the organization needed one strategy to unify the field and empower every team to influence behavior instead of just delivering information.

OUR SOLUTION

ASLAN’s Solution: A Unified Approach for the Field and Leadership

ASLAN delivered a fully tailored initiative built around the specific conversations each team was having, with clear tracks for reps, managers, and account leaders, featuring:

  • Access™ Training: Helped reps break through access barriers and secure high-value conversations with hard-to-reach prescribers.
  • Other-Centered® Selling (OCS): Shifted the focus from products to needs, empowering reps to uncover insights and lead high-impact conversations.
  • Strategic Account Management: Equipped teams to map stakeholders, prioritize targets, and build territory plans that drive growth.
  • Catalyst™ Coaching: Enabled managers to coach consistently, reinforce behavior change, and scale performance across regions.

ASLAN tailored each module to the team’s day-to-day reality, so reps and managers could immediately put it into practice.

TRAINING

Solutions Implemented by ASLAN Training

Other-Centered® Selling (OCS)

Sales training program for consultative selling.

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Access™

Making it easier to get more meetings.

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Strategic Account Management

Transforming account managers into trusted advisors.

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Catalyst™

Transforming sales managers into leaders.

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THE RESULTS

A New Standard for Access and Execution

With one strategy deployed across roles and regions, the organization didn't just improve; they transformed how their teams engage:

  • 100% more calls reached prescribers. Reps earned access and made the most of it, easily engaging with gatekeepers and building relationships with office staff to reach hard-to-access physicians.
  • 100% of participants said the training met or exceeded expectations. From the field to leadership, the response was overwhelmingly positive. As one 25-year veteran manager noted: "This is the best sales training I've ever attended."
  • Coaching became a multiplier. Sales leaders didn't just adopt the approach. They reinforced it through manager certification, turning training into lasting behavior change.
  • Teams reported stronger alignment, greater access, and higher confidence. The field showed up differently, equipped to lead with value in every conversation, even with emotionally unreceptive physicians.

This was more than a successful rollout. It was a shift in how the organization sells, built to scale, sustain, and grow.

“I’ve already recommended ASLAN’s training program to others because of the success we’ve seen. It’s better than other courses because it gives participants specific language to use rather than focusing on theories.”

SALES DIRECTOR

Ready to see similar results?

ASLAN offers workshops, training, and tailored solutions to enhance selling skills, boost sales coaching, and drive lasting improvements across your sales team. With proven results like a 100% increase in successful calls, we can help transform your sales force.

Fill out the form, and we’ll reach out within 24 hours (Monday-Friday).

Let’s talk about how we can help you achieve the same game-changing results!

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