Pfizer – A Guide To Deploying A Global Field Sales & Coaching Program

  • Rick Kosturko, Pfizer,
  • Simon Mormen, Atomus

The world is shrinking fast and organizational leaders are searching for global synergies and alignment across business units, especially sales teams.

More and more, forward-thinking global Life-Science organizations are embracing the fact that when leaders at all levels develop their team members consistently, empowering them to innovate and make better decisions, there is stronger talent growth and greater performance amongst the organization as a whole.

This means developing structured Global Training, a Global Sales model and, above all, a Global coaching process to track, measure and analyze the results.

Cultural differences and boundaries are also merging enabling a single process to emerge and evolve, reaping huge benefits in cost efficiencies, skills enhancement and increased sales.

Pfizer harnessed this power with the launch of their Global Sales enhancement Project in 2014 and partnered with Atomus to launch the Acoach Sales Performance and Development tool to track and measure results. The program was a huge success across the US, and before long other countries and field forces wanted to get involved.

Whether you’re still planning your US homegrown coaching program deployment, or if you’re ready to take your programme global, this interactive session, with one of the world’s premier pharmaceutical companies and Atomus, will equip you with everything you need in order to succeed.

Join us for an interactive journey into the challenges and insights that Pfizer has learned as they unify and improve their Global Sales Effectiveness program with Atomus and ACoach across LATAM, the Middle East, Asia.

  • Date:Tuesday, June 4
  • Time:2:00 PM - 3:00 PM
  • Room:Ft. Worth 1-2
  • Location:Ft Worth 1-2
  • Session Type:Case Study
  • Submitter Name: Mormen, Simon
  • Submission Date (CST): 18/01/2019 16:30
  • Session Level: Intermediate
  • Submitter Email:
  • Session Length: 60 Minute Workshop
  • How are you planning on keeping the learners engaged during this presentation?: Case Study - Active participation requests - time for questions / challenges
  • Learning Objective 1: Global Field Coaching Program Planning and Kick - Off, How to get the ball rolling and keep it from stopping!
  • Learning Objective 2: Deployment - Learn best practice deployment techniques, how to deliver with impact and reduce last minute surprises
  • Learning Objective 3: Sustainment - Learn the keys, tips and must do's for sustaining the program post roll-out and what to do if challenges arise
  • What is the topic your workshop will cover and how is it relevant to the industry?: Deployment of a Standardised Global Sales and Coaching program by Pfizer Developing a Global Sales training and coaching strategy is a hot topic
Rick Kosturko
Simon Mormen