About The Last 3 Feet
The Last 3 Feet is an organisation committed to bridging the gap between average and exceptional performance of sales teams in the pharmaceutical industry.
Founded in 2003 by Managing Director Mark Wayland, The Last 3 Feet has been helping pharmaceutical organisations such as Pfizer, Solvay, Nycomed, Servier, Bayer Schering Pharma, Wyeth, Schering-Plough and BMS to inspire exceptional performance in their sales teams.
With over 19 years of Pharmaceutical experience including eight years as Group Training Manager for Pfizer Australia (not to mention tenure as a GP and Hospital/ Specialist representative himself), Mark is well-qualified to understand the specific challenges, pressures and daily experiences faced by today’s pharmaceutical sales managers.
The realisation of Mark’s two decades of work is the inspiration for The Last 3 Feet:
It is the quality of face-to-face sales coaching that representatives experience that has the single biggest impact on their performance. And yet, sales coaching is a developed skill that is most ignored when it comes to sales manager development.
The Last 3 Feet sets out to change this, helping managers to bridge the gab between average and exceptional performance of their teams, by improving quality of every face-to-face interaction managers have with their reps.
With an in-depth understanding of the pharmaceutical industry, and a keen concern for clients’ bottom line, Mark has designed service offerings that match the specific time, budgetary and informational requirements of sales departments. The processes and systems adopted by the organisation additionally complement client initiatives, in order to increase profitability.
“Brilliant newsletters. I actually use the questions and techniques (from the newsletters) regularly in coaching situations, and they work. They bring the conversation back to actions needed to address the situation under review. You have the uncanny ability to really understand and appreciate both what I’m trying to achieve and up against. I will be using them again!” Regional Sales Manager
Mark is currently the Convener of the Australian Pharmaceutical Senior Sales Leadership Group, a judge (sales) for the Australian Pharmaceutical Industry PRIME Awards, President of the ASTD Global Network – Australia.