Is Your Pharmacy Positioned to Compete and Win in Specialty?

Pharmacy Sales Training 

Capturing highly profitable specialty business requires skilled sales representatives collaborating closely with clients to fully understand their unique challenges and identifying opportunities. D2's depth and breadth of experience allows us to understand how to differentiate in this highly competitive  market.

It's a matter of results.

We teach sales reps how to master the complexities of their role and establish a soft skill set that sets the stage for long-term success. The program is tailored to meet your individual goals and objectives:

  • Pharmacies that are hiring their first sales reps, and need best practices on personnel selection, territory routing and management, sales skills and ongoing accountability

  • Pharmacies that have existing tenured sales reps, but would benefit from coaching

  • Pharmacies with existing "rookie" sales reps in the field failing to optimize results


Approach  - The D2 Relationship Selling Method

We train reps to partner with each customer; determine their needs, wants, and concerns; and how to fulfill them in order to earn their business. The curriculum ensures sales reps have the proper training and tools to meet client objectives. The program is highly interactive and covers the following:​​​

  • Role of specialty representative

  • Specialty distribution model

  • How to determine the customer's needs

  • Definition of relationship selling

  • Development of a tool kit

  • Territory routing

  • Reporting & Activity Tracking

  • Key Performance Indicators

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Program Format

The D2 workshop will involve one day in classroom with the reps working together and a day or more in the field with each rep for active one-on-one coaching. The program can be tailored to meet your teams needs and experience. Range of potential topics at a basic, intermediate or advanced level include:

  • Relationship selling in detail

  • Developing a list of target physicians

  • Routing by zip code and geography

  • Call expectations - day, week, & month

  • Market barriers & challenges

  • Office penetration techniques

  • Demonstrated use of marketing materials

  • Verbatim development

  • Sharing of best practices

  • Reporting expectations

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