Focus Magazine - Spring 2016 - (Page 19)

COVERSTORY Bristol-Myers Squibb: Launching a New Global Selling Model ■ By Tim Sosbe You know the importance of keeping sales models and tactics fresh. T wo things you probably know: It's not an easy process to quickly turn around a ship, and things go more smoothly when everyone is pulling with the same oar. ose are both metaphorical lessons that the sales training leaders at Bristol-Myers Squibb have taken to heart, and both facts are reflected in the company's new initiative to develop and roll out a new worldwide sales model. Of course you also know the importance of keeping sales models and tactics fresh. Research indicates companies should update or renew sales processes every three to five years. at's where the story of the new global leverage talent better. We weren't really sure approach at BMS begins, with the need to how it was going to work. I know other rethink and relaunch a company-wide sales organizations that have attempted something process. at new process, like this and it seemed called value selling, began in "We're sharing resources, like the more people I the planning stages in late we're sharing ideas, we're able talked to the more grim 2014, initially hit the streets the story sounded. But to leverage talent better." in June 2015 and will everyone kind of said the continue to roll out around Candice Lenkowsky same thing. Everyone the world this year. Bristol-Myers Squibb said the fact we were Simultaneous to pulling everyone together developing a new worldwide selling model, under one leader who has accountability for all BMS made the decision to centralize its the sales training in all the worldwide markets training functions to maximize impact and would help with the success, and I think it has." eﬃciencies in all global markets. It may sound challenging for an international organization to Building the Team pull worldwide field force Lenkowsky's involvement with the value eﬀectiveness under one umbrella - selling rollout began when she started her new and it was - but with the right position in September 2014, as part of a wide people involved and the right organizational move toward centralized process in place, it's all working. services. Prior to the new implementation, each "It's working really well," said global marketplace had its own sales training Candice Lenkowsky, head of team and its own way of doing business. worldwide training design and With the mandate to create one global sales development for BMS. "We have this model that was simple enough and flexible training community now where enough to be adopted in all markets, we're sharing resources, we're Lenkowsky and her team began pulling sharing ideas, and we're able to together the pieces. at team included several FOCUS | SPRING 2016 | www.L-TEN.org 19 http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Magazine - Spring 2016

Focus Magazine - Spring 2016
From the President: Change is in the Air
Table of Contents
Table of Contents
Guest Editor: 'Training Event' or 'Learning Experience'?
Directions: Engaging with Life Sciences Leaders
Front of the Room: 'It Can't Be Me, Right?'
Neuroscience: The Science of Imitation
Bristol-Myers Squibb: Launching a New Global Selling Model
Accelerating the Journey to Customer-Centricity
Cognitive Science: Creating More Effective Multimedia Learning
The Art of Sales Improvisation – Your Competitive Advantage
Developing Leaders Who Excel at Strategy Execution
Learning Technologies for Event-Based Training
Defending Your Sales Process
Virtual How: Market Access Training
Ad Index
Focus Contacts
5 Questions with Kevin Kruse

Focus Magazine - Spring 2016