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The Story: Pfizer Inc., the world's largest research-based pharmaceutical company, used the Self Track™ Training in its sales organization to launch the drug Lipitor, which gained the reputation as the top-selling branded pharmaceutical in the world. At the time, the launch was heralded as the most successful product launch of its kind in Pfizer's 150-year history. The Accountability Training® principles are a main-stay of the Pfizer sales organization.
After seeing the results that the Self Track Training generated at their Pratt Pharmaceutical Division, Dick Reggio, then Group VP of Sales, made it a priority to create a Culture of Accountability® throughout his entire sales organization. He knew it was a critical and necessary step in the organization's process of expanding and restructuring, as the current culture would hinder them from achieving their objectives. Dick comments: "The Oz Principle has really made accountability very easy to understand and has improved our effectiveness in obvious ways. Our entire organization has not only embraced the concept but has also made it our culture to operate Above The Line. Most important, The Oz Principle made it very easy for a new representative joining the organization to quickly understand what Pfizer Pratt Pharmaceuticals is all about both in terms of our culture and how we operate as a group." The sales organization was entirely enthused with the training. One sales rep reports: "The Oz Principle Training is making a difference in my life! I didn't even wait to get home, I made a call from the bus station to request an appointment and to move from the 'wait and see' mode to 'Do It.' Thanks for implementing a great program/principle." -Sales Representative, Pratt Pharmaceuticals, A Division of Pfizer Inc.
Accountability is contagious. The success of one division spread the training to other divisions. The Senior Executive Financial Officer has trained his entire organization. The Animal Health Division has trained their entire organization, and Pfizer University implemented the training on a world-wide basis. Dick Reggio, Group Vice President, Sales comments further: "We implemented (The Self Track Training) throughout the entire organization and the results were outstanding, both from a sales standpoint, but even more importantly, from a cultural standpoint. Accountability increase at all levels and feedback became the norm rather than the exception..."
Sales had The Most Successful Product Launch In History...
The Result: Most Successful product launch in history of company.
The Story: Pfizer Inc., the world's largest research-based pharmaceutical company, used the Self Track™ Training in its sales organization to launch the drug Lipitor, which gained the reputation as the top-selling branded pharmaceutical in the world. At the time, the launch was heralded as the most successful product launch of its kind in Pfizer's 150-year history. The Accountability Training® principles are a main-stay of the Pfizer sales organization.
After seeing the results that the Self Track Training generated at their Pratt Pharmaceutical Division, Dick Reggio, then Group VP of Sales, made it a priority to create a Culture of Accountability® throughout his entire sales organization. He knew it was a critical and necessary step in the organization's process of expanding and restructuring, as the current culture would hinder them from achieving their objectives. Dick comments: "The Oz Principle has really made accountability very easy to understand and has improved our effectiveness in obvious ways. Our entire organization has not only embraced the concept but has also made it our culture to operate Above The Line. Most important, The Oz Principle made it very easy for a new representative joining the organization to quickly understand what Pfizer Pratt Pharmaceuticals is all about both in terms of our culture and how we operate as a group." The sales organization was entirely enthused with the training. One sales rep reports: "The Oz Principle Training is making a difference in my life! I didn't even wait to get home, I made a call from the bus station to request an appointment and to move from the 'wait and see' mode to 'Do It.' Thanks for implementing a great program/principle." -Sales Representative, Pratt Pharmaceuticals, A Division of Pfizer Inc.
Accountability is contagious. The success of one division spread the training to other divisions. The Senior Executive Financial Officer has trained his entire organization. The Animal Health Division has trained their entire organization, and Pfizer University implemented the training on a world-wide basis. Dick Reggio, Group Vice President, Sales comments further: "We implemented (The Self Track Training) throughout the entire organization and the results were outstanding, both from a sales standpoint, but even more importantly, from a cultural standpoint. Accountability increase at all levels and feedback became the norm rather than the exception..."
