How to maximize Learning and Development’s investment in Key Account Management for the long-term
As Key Account Management takes the world of Pharma sales by storm, the best way to remain competitive is to develop the people behind the process. If you’ve got your talent working at a higher level of effectiveness (and in the most efficient way possible), you can outrun any rival.
But driving adoption of learning and development content and strategies is often a sporadic process that sees investment for the short-term, with no real way to repeat success. As a leader in L&D, it makes proving the ROI of your work difficult, and showing its impact on the business nigh on impossible.
This blog will show you how to close the gap between education and outcomes for serious results in the long term. It’s the first step to maximizing your investment in Pharma stakeholder engagement, helping your people reach their peak potential.
Learning content falls flat
For your accounts and sales teams to work at their best, they can’t just have their eyes on new leads and opportunities, they also need to be constantly learning and growing in their role. With a changing market and new expectations in the world of Pharma, this is more important than ever.
The need to acquire new techniques and ways to heighten engagement are critical, which is why so many people have invested in a strategic method of account management.
But without the right technology to operationalize your efforts and a formal way of integrating it on a daily basis, the investment put into learning content to sharpen those skills is soon forgotten.
When tech falls behind, the results are clear. Your accounts and sales teams end up falling back into old habits as they flounder with legacy tools or (god forbid) Excel spreadsheets. It leaves little motivation for learning and development time, which results in missed opportunities to disseminate best practices across the organization, and a stall on Key Account Management expertise.
But—deep breath—there is another way.
Pushing through the skills barrier
It can be difficult to repeat the success of investing in learning content on an ongoing basis without a way to keep track of the Key Account Management process. When training isn’t adopted at the level that’s necessary, big results can feel far off.
Now for the good news. Lowering the skills barrier isn’t as difficult as it might first appear. Repeatability is key to embedding a new approach and having people galvanized behind it, as is making the right content available at the right time.
With a continuous learning strategy, the big gaps created by a new Key Account Management process can be filled. How? By embedding learning and coaching into the daily tasks of the accounts and sales teams. This way, L&D transforms from just another tick-box on their annual development plan to a strategic and applicable way to continuously improve their capabilities.
With the right technology for Key Account Management, you can create content that is served up for teams to use every day, appearing at just the moment they need it. This means you can work out what’s helping and what could be improved. You can see a gear change in development and a direct hit to disengagement.
Let’s dig into what new technology can achieve.
Tool up for peak performance
How do you get all your people on one page to drive more impact from your learning content? You need one tool that extends the learning journey every time it’s used.
CX1™ offers a tailored CRM platform that not only has an intuitive interface that’s accessible to everyone, but also hosts all your learning and development content in one place.
At every stage of the stakeholder engagement journey, you can ensure that your teams have the right insights to ignite their engagement—in just one click. You can even personalize the experience as much as is needed, so all the training everyone needs appears at just the right moment. The light-touch tool can be used to examine what’s working well, and what needs improvement, so you can identify any L&D gaps, and tailor your strategy accordingly.
What’s more, it helps you to enhance collaboration, improve performance and —thanks to advanced analysis and reporting capabilities—prove the value of your learning content for the long term.
Let’s get L&D in the limelight
CX1™ makes it easier than ever to land Learning and Development initiatives, and it only takes a day or two to get new users on-board and up to speed.
It’ll close the gap between your investments in training and uptake amongst account teams, meaning you can spend less time worrying your content is a sunk cost and more time showing your strategic value to business outcomes.
Ready to shake things up? To learn more about ClarityCX1 and take your L&D up a level, get in touch today.