ProStrakan (PSK) was established in 1995, and is headquartered in Galashiels, Scotland, with offices across Europe and in the USA.   It is a rapidly growing speciality pharmaceutical company engaged in the development and commercialisation of prescription medicines for the treatment of unmet therapeutic needs in major global markets. It is part of the Japanese Kyowa Hakko Kirin Group.

In the UK, the Commercial Team is the largest business unit in the ProStrakan Group and is responsible for marketing and selling ProStrakan’s therapies to primary and secondary care providers in the UK.

The business recognises the challenges faced by the Commercial Team due to the rapidly changing healthcare market in the UK and places the upmost importance on further developing its sales representatives and managers to continue to drive the business forward.  The business therefore commissioned Developing People International to design and deliver a comprehensive programme of development interventions that would further develop the skills and capabilities of its sales representatives and managers.

We developed and delivered a comprehensive programme which included the following key features:

  • A fully tailored programme of development interventions for sales representatives and managers to develop specific selling and management skills such as:

    • Selling with Emotional Intelligence

    • Agenda Setting

    • Questioning and Determining Needs

    • Closing, Agreement and Call to Action

    • Presenting Effectively.

    • Coaching and Mentoring

  • Inclusion of ProStrakan’s own SALES model.

  • Pre and post programme questionnaires to evaluate learning outcomes and measure return on investment, which was integrated with the business’ own learning contract.

  • A blended development programme of highly interactive training, discussion, case studies and group work.

  • High quality four colour workbooks that built into a comprehensive learning and development library for each manager.

  • Participation of senior managers in the programme.

Our work provided significant benefits to the business.  Sales managers and staff were able to:

  • Apply ProStrakan’s SALES model more consistently to improve sales effectiveness and deliver a more dependable experience of the business to healthcare professionals.

  • Apply practical sales tools and techniques needed to drive improved sales results.

  • Gain better engagement with and influence over healthcare professionals leading to increased sales.

  • Use their commercial skills to make better decisions that maximise sales performance.

  • More effectively respond and adapt to the rapid changes in the UK’s healthcare economy.

  • Collaborate more effectively across therapy areas for the benefit of the business.