How Improv Training Creates Better Pharmaceutical Sales Representatives

Now that Crossroads has a home in Indiana, the Land of Lilly (Eli Lilly to be exact), as well as Philadelphia, we’d be remiss if we didn’t talk a bit about how improv skills can create better, more equipped pharmaceutical sales representatives. This is a continuation of our series of articles about how improv skills benefit people in a wide variety of professions and situations.

In the competitive world of pharmaceutical sales, effective communication and interpersonal skills are crucial for success. Pharmaceutical sales representatives (PSRs) often find themselves navigating complex situations, engaging with diverse stakeholders, and adapting to ever-changing market landscapes. One innovative and impactful approach to enhance the skill set of PSRs is through improv training. Improvisational theater techniques, known for fostering creativity, adaptability, and effective communication, can significantly benefit pharmaceutical sales representatives in their challenging profession.

ENHANCING COMMUNICATION SKILLS
One of the primary advantages of improv training for PSRs is the enhancement of their communication skills. The nature of pharmaceutical sales requires representatives to articulate complex medical information in a clear and concise manner, tailoring their message to different audiences. Improv exercises promote active listening, quick thinking, and the ability to respond on the spot – skills that are invaluable in building rapport with healthcare professionals and other stakeholders.

Through improv, PSRs learn to think on their feet, adapt to unexpected situations, and communicate with confidence. The spontaneous nature of improv scenes mirrors the unpredictability of real-life sales interactions, allowing representatives to refine their communication style in a supportive and controlled environment. As a result, PSRs become more adept at conveying the benefits of pharmaceutical products, addressing concerns, and building lasting relationships with healthcare professionals.

DEVELOPING EMPATHY AND BUILDING RAPPORT
Pharmaceutical sales representatives must establish strong connections with healthcare professionals to succeed in their roles. Improv training facilitates the development of empathy, a crucial component in understanding the perspectives and concerns of others. Improv exercises often involve role-playing and taking on different characters, encouraging PSRs to see situations from various viewpoints.

By honing their empathetic skills, PSRs can better relate to the challenges faced by healthcare professionals and empathize with their needs. This increased understanding fosters stronger connections and trust, ultimately improving the rapport between PSRs and healthcare providers. Building authentic relationships is not only essential for successful sales but also for long-term collaboration and partnerships within the healthcare industry.

IMPROVING PRESENTATION AND PUBLIC SPEAKING SKILLS
Pharmaceutical sales representatives often find themselves in the spotlight, whether presenting to healthcare professionals, participating in conferences, or conducting training sessions. Improv training hones their presentation and public speaking skills, enabling them to deliver compelling and engaging messages with confidence.

Through improv exercises such as role-playing and spontaneous storytelling, PSRs learn to captivate their audience, adapt to unexpected interruptions, and handle challenging questions with grace. These skills are directly transferable to the high-pressure situations that PSRs encounter in their daily work. As a result, representatives become more effective communicators, capable of delivering impactful presentations that resonate with their target audience.

FOSTERING CREATIVITY AND INNOVATION
In an industry driven by scientific advancements and constant innovation, creativity is a valuable asset for pharmaceutical sales representatives. Improv training cultivates a culture of creativity by encouraging individuals to think outside the box, embrace ambiguity, and explore unconventional solutions. The improvisational mindset promotes a willingness to take risks and experiment with new approaches – qualities that are instrumental in adapting to the ever-evolving pharmaceutical landscape.

PSRs who undergo improv training are better equipped to navigate unexpected challenges and devise creative solutions to complex problems. This adaptability is particularly valuable in an industry where regulatory changes, market shifts, and scientific breakthroughs can impact sales strategies. By fostering a creative mindset, improv training empowers PSRs to stay ahead of the curve and differentiate themselves in a highly competitive market.

DEALING WITH REJECTION MORE EASILY
Training in improv can also help sales reps think more positively. The core concept of improv, “yes, and,” is all about accepting what was said or what has happened even if it is not what you wanted. Dealing with rejection, adapting to unforeseen challenges, and maintaining a positive attitude are all crucial aspects of both improv and pharmaceutical sales. The ability to handle unexpected situations with grace and optimism is a transferable skill that can greatly benefit pharmaceutical reps when navigating the dynamic and complex landscape of healthcare collaborations. Overall, improv training serves as a powerful catalyst for creating pharmaceutical representatives who are not only adaptable and responsive but also foster a culture of collaboration and positivity within the industry. This attitude allows a sales representative to accept what has happened and then approach the problem from another angle using their other improv skills and potentially achieve a more desirable outcome.

INTRODUCING MORE PLAY TIME AND SOCIALIZING
As we discussed above, improv skills are useful in your everyday interactions as a sales rep. One thing that we did not mention is exactly how fun the training is – it’s very fun! Though this is most definitely work – it’s also playing. 

Improv training simply to have more fun outside of work is also a great benefit. The job of a pharmaceutical sales rep can be quite stressful with goals to accomplish and deadlines to meet. An improv class is a perfect release and reset. You forget the stresses of the day and the worries of the world and have fun for two hours each week. Then you come back refreshed and ready to meet new challenges. Many of our students also meet people they continue to be friends with and socialize with outside of class. In many jobs it’s natural to befriend people and socialize with the same people, but it’s also healthy to have people outside that sphere with whom you can connect. Improv classes bring a wide variety of people into one room, so you are bound to meet new people that have nothing to do with pharma.

In conclusion, in the competitive and fast-paced world of pharmaceutical sales, where effective communication, adaptability, and creativity are paramount, improv training emerges as a transformative tool for professional development. By enhancing communication skills, fostering empathy, promoting creativity and spontaneity, and improving presentation abilities, improv training equips pharmaceutical sales representatives with the tools needed to navigate the complexities of their industry successfully.

As the pharmaceutical landscape continues to evolve, PSRs must embrace innovative approaches to stay ahead. Improv training provides a unique and engaging platform for personal and professional growth, enabling representatives to not only meet the demands of their roles but also to excel in the ever-changing world of pharmaceutical sales. Through the application of improv principles, PSRs can elevate their performance, build lasting relationships, and contribute to the advancement of healthcare through effective communication and collaboration.

If you are ready to enhance your sales skills with improv training, check out our multi-week courses below. If you lead a team and would like to arrange for Crossroads to come to you for a workplace training such as a three-hour workshop or a weekend retreat – we can do that! Unlike other organizations that will come to you for a bunch of theater games, Crossroads will use improv to provide practical tips that your representatives can use in their next sales situation. We can set you up with a workshop in Philadelphia, Indianapolis, New York, Los Angeles, Chicago, and more. Plus it’s fun! Feel free to use the form below to contact us and start investing in the future of your team today.