The US pharmaceutical industry slump was caused by insufficient implementation of sales training, a poll has found. Some 90 per cent of respondents to the consulting firm Delta Point's Leadership Skills Survey believe it is the manager's responsibility to provide sales training - however two-thirds think their companies do not offer the initiatives. While a drop in sales is to be expected during a recession, the severity of the decline in profits for pharmaceuticals was blamed on the lack of skills possessed by staff working in the industry. Jerry Acuff, chief executive officer for Delta Point, told the news provider: "We discovered that the success of a pharmaceutical sales rep is determined by this person's ability to foster meaningful customer relationships and create beneficial dialogue with customers." Sales training expert Russ Mallard recently told the Times and Transcript that companies employing door-to-door marketing techniques should be sure their agents have received development courses for the practice to be profitable.
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