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Blockbuster Pharmaceutical Launches:
The Road to Future Growth

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So What...?
Launching new products with sustainable revenue generation is vital to the future of the pharmaceutical industry and there are no guarantees. Blockbusters are no longer born; they are strategically bred and evolve systematically. Sales training or 'performance development' is a crucial component of the launch equation. Training practitioners must ensure that development programs are designed based on outcomes and execution. Execution drives result, performance drives execution.

Performance change is not event based. A study conducted for Zerox a number of years ago, published in the Training and Development Journal, found that within one month after leaving a training program, salespeople had lost 87% of the new skills they had learned during that period. That's 87 cents on the training dollar!

Enduring performance development is a process-a series of steps designed to improve performance and facilitate strategic ends. Commitment to the three stages of performance development is imperative. Remember: a systematic combination of training and coaching has the potential to boost and sustain revenue by up to 35%.

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