You Can't Do That! Building a Competitive Selling Curriculum

  • Vicki Colman, LEO Pharma

Ever go to your legal, regulatory and medical (LMR) review team with a concept and they thought you were out of your mind? That is exactly what happened at LEO Pharma. Results of a needs assessment with our sales team overwhelmingly told us they wanted, in fact needed, competitive selling. Our LMR team listened, and after much coaxing, agreed to partner with us to build content that was within Regulatory and Pharma Guidelines. The session will outline the process of assessing the need, nurturing the partnership and building a 2-day product knowledge and selling skills curriculum that was delivered at a National Sales Meeting (NSM). The culminating "Putting it all Together" workshop was an Escape Room that included clues about LEO products as well as the major competitors.

Attendees will be asked to comment on how they have partnered with their LMR teams to build successful training and overcome their own hurdles. Details of how the workshops, including the Escape Rooms were developed, deployed and received by the field will be shared.

  • Date:Wednesday, June 5
  • Time:1:30 PM - 1:50 PM
  • Room:Learning Lab 3 - Longhorn D
  • Location:Learning Lab 3 - Longhorn D
  • Session Type:Learning Labs
  • Submitter Name: Colman, Vicki
  • Submission Date (CST): 21/02/2019 14:48
  • Session Level: Intermediate
  • Submitter Email:
  • Session Length: 20 Minute Micro-Learning
  • How are you planning on keeping the learners engaged during this presentation?: Co-facilitate. Ask for challenging experiences with legal, medical and regulatory review teams. Share anecdotes and testimonies from reps and DMs.
  • Learning Objective 1: Identify best practices for building a competitive selling curriculum. Partnering with legal and regulatory colleagues to include the "Why".
  • Learning Objective 2: Recognize compliant methods for training sales representatives on competitor product knowledge. Collaborate with medical to identify "What".
  • Learning Objective 3: Outline critical skills for selling competitively. Incorporate your selling model to promote success.
  • What is the topic your workshop will cover and how is it relevant to the industry?: Building a Competitive Selling curriculum for a national sales meeting; overcoming LMR hurdles. All sales people want to win over their competition!
Vicki Colman
LEO Pharma