--- title: "Home" description: "ED Development designs tailored sales team and management development programmes for multinational companies. We help sales teams, managers and senior leaders translate strategy into everyday practice, strengthen leadership and improve collaboration across departments. Programmes combine work on real business situations with coaching and support during implementation. Our approach draws on managerial experience since 1993 and experience in developing people and organisations since 2001, with specialist expertise in the pharmaceutical industry." featured_image: "https://eddevelopment.eu/wp-content/uploads/2026/10/rozvoj-obchodnych-timov-a-manazerov-od-2001.webp" url: "https://eddevelopment.eu/" date_modified: "2026-10-27T17:32:51+01:00" --- Corporate Learning and Development # Tailored Sales Team and Management Development Helping our clients grow through development. Business progress takes more than a completed training evaluation form. It comes from what salespeople and managers do differently with clients and their teams. We design tailored development programmes, with specialist expertise in pharmaceutical companies. [ Book a consultation ](https://eddevelopment.eu/consultation/) [ View solutions ](#solutions) ![Elena Demeková, founder of ED Development](https://eddevelopment.eu/wp-content/uploads/2026/10/elena-demekova-ceo-ed-development.webp) **Elena Demeková** Management experience since 1993. Previously with Dynargie and Krauthammer, with certifications from Krauthammer University, PCM and LUMINA. - since 1993 Management experience - since 2001 Developing organisations - 60+ Multinational clients --- ## Three drivers of growth: sales, people and company management ED Development is a training and consulting company that develops sales teams, managers and senior leadership in three areas: Business management, People management and Company management. Every programme starts with a training needs analysis, not an off-the-shelf course catalogue. 01 ### Business management Developing sales teams, key account management and the methods salespeople use in front of the customer. - [ Sales Call Model ](https://eddevelopment.eu/business-management-training/sales-call-model/) - [ Key Account Management ](https://eddevelopment.eu/business-management-training/key-account-management/) - [ Sales Team Development ](https://eddevelopment.eu/business-management-training/sales-team-development/) - [ Product Management ](https://eddevelopment.eu/business-management-training/product-management/) [ All Business management programmes → ](https://eddevelopment.eu/business-management-training/) 02 ### People management Day-to-day people leadership, management coaching and internal trainer development tailored to your organisation. - [ Leadership and People Management ](https://eddevelopment.eu/people-management-training/leadership-development/) - [ Management Coaching ](https://eddevelopment.eu/people-management-training/management-coaching/) - [ Train the Trainer ](https://eddevelopment.eu/people-management-training/train-the-trainer/) [ All People management programmes → ](https://eddevelopment.eu/people-management-training/) 03 ### Company management Linking strategy, performance management, company values and change to the everyday work of your teams. - [ Performance Management ](https://eddevelopment.eu/company-management-consulting/performance-management/) - [ Business Strategy ](https://eddevelopment.eu/company-management-consulting/business-strategy/) - [ Corporate Values and Culture ](https://eddevelopment.eu/company-management-consulting/corporate-values-and-culture/) - [ Change Management ](https://eddevelopment.eu/company-management-consulting/change-management/) [ All Company management programmes → ](https://eddevelopment.eu/company-management-consulting/) --- Pharmaceutical specialisation ## Pharmaceutical sales team development The pharmaceutical market has its own rules: sales calls with doctors and in pharmacies, working with scientific and medical information, and ethical constraints that standard sales training does not address. That is why our programmes for pharmaceutical companies are built on first-hand experience of the industry. [ Solutions for pharma ](https://eddevelopment.eu/pharmaceutical-sales-training/) - ### [Sales model training](https://eddevelopment.eu/pharmaceutical-sales-training/sales-call-models/)Sales Call models, sales calls with doctors and in pharmacies, Key Account Management and negotiation in a competitive market. The outcome is sales. Sales Call models - ### [People leadership training](https://eddevelopment.eu/pharmaceutical-sales-training/sales-and-product-manager-development/)Managing people in the field, coaching, competency models and development plans, and train the trainer. The outcome is a high-performing team. Manager development --- How we work ## How a development programme works An ED Development programme has four phases: training needs analysis, tailored programme design, implementation with coaching and certification. Between modules, participants have 3 to 5 weeks to put new methods into practice. ![Sales team development workshop for a pharmaceutical company – ED Development](https://eddevelopment.eu/wp-content/uploads/2026/10/rozvoj-spolocnosti-so-specializaciou-pre-farmaceuticke-firmy.webp) 1. ### Training needs analysis We start by identifying where the team is losing performance. The needs analysis defines the goals the programme should achieve. Where needed, we run a Development Centre. 2. ### Tailored programme design We adapt the content, scope and format of the programme to your people, products and market. No off-the-shelf course catalogue. 3. ### Implementation with coaching There are 3 to 5 weeks between modules. Participants try out new methods at work while we support them with coaching. 4. ### Certification and evaluation The programme ends with certification and an assessment of skills in practice. The results show in everyday work, not just in a questionnaire. --- ![Elena Demeková, founder of ED Development and sales team development consultant](https://eddevelopment.eu/wp-content/uploads/2026/10/elena-demekova-ceo-ed-development.webp) **33+** years of management experience Elena Demeková Founder and CEO About us ## Elena Demeková – the expert behind our programmes [Elena Demeková](https://eddevelopment.eu/about-us/elena-demekova/) has held management roles since 1993. She worked for the international training companies Dynargie and Krauthammer before founding ED Development. In the pharmaceutical sector, she is a well-known name in sales team development. Together with her team of consultants, she designs and delivers programmes from needs analysis through to certification. Career Dynargie, Krauthammer International, ED Development Certifications Krauthammer University, PCM, LUMINA [ Meet our team ](https://eddevelopment.eu/about-us/) --- FAQ ## Frequently asked questions - **since1993**Management experience - **25+**Years of business development - **60+**Multinational clients ![Elena Demeková, CEO and Senior Consultant](https://eddevelopment.eu/wp-content/uploads/2026/10/elena-demekova-kontakt-300x300.webp)[](https://eddevelopment.eu/about-us/elena-demekova/) Didn’t find your answer?Elena Demeková, CEO and Senior Consultant - [Emailelena.demekova@eddevelopment.eu](mailto:elena.demekova@eddevelopment.eu) - [Phone+421 903 900 905](tel:+421903900905) [Book a consultation](https://eddevelopment.eu/consultation/) ### How do you choose a development programme for sales teams and managers? Choose a programme based on what should be visible in your team’s work once it is complete. In [sales team development](https://eddevelopment.eu/business-management-training/sales-team-development/), this may mean a shared approach to customer conversations; for managers, it may mean delegation, feedback and leading people. When the strategy changes, priorities and responsibilities need to follow it too. At ED Development, we connect these needs across three areas: Business management, People management and Company management. We tailor the content to **your roles, products and business situation**. ### Why is a sales team missing its targets despite having experienced people? First, we need to identify what is causing the weaker results. An experienced salesperson may have unclear priorities, the sales model may be applied inconsistently, or a manager may give feedback that is too general. In a [training needs analysis](https://eddevelopment.eu/training-needs-analysis/), we therefore choose methods to suit the situation: interviews with management and participants, observation of day-to-day work or joint customer visits. **We compare the expected way of working with the actual one.** The findings help agree the content of the programme and what the company needs to clarify in how the team is managed. ### How does a development programme fit around the team’s day-to-day work? The programme is divided into modules, with **3 to 5 weeks between them to apply new methods** at work. Participants work on their own situations: a sales conversation, a team meeting, delegation or feedback. Depending on the brief, the programme is complemented by [management coaching](https://eddevelopment.eu/people-management-training/management-coaching/), where we revisit specific experiences from work. With senior management, we agree what line managers should monitor and support between modules. The overall schedule is based on the programme goals and the participants’ availability. ### Can you implement a corporate Sales Call model in a pharmaceutical company? Yes. When [implementing a Sales Call model in a pharmaceutical company](https://eddevelopment.eu/pharmaceutical-sales-training/sales-call-models/), we build on the existing model, product priorities and internal communication rules. We connect **the work of medical representatives, sales managers and marketing**; depending on the brief, we also involve the medical department. In sales conversations, we take into account the needs of the doctor or pharmacist as well as the patient context. With managers, we align the criteria for observing calls and giving feedback, so the team receives consistent support when using the model in the field. ### How do you measure the impact of sales team and management development? We assess the impact against **changes in behaviour and indicators agreed in advance**. These may include the quality of sales conversations, how specific feedback is or progress against a key account plan. [Elena Demeková](https://eddevelopment.eu/about-us/elena-demekova/) also developed feedback as a leadership tool in her work with Bayer. In a brief like this, it makes sense to check whether a manager names specific behaviour and agrees a next step. The programme concludes with certification and evaluation. The link between evaluation and business goals is also explained in this [CIPD factsheet](https://www.cipd.org/en/knowledge/factsheets/evaluating-learning-factsheet/). ### What determines the cost of a tailored development programme? The cost depends on the scope of the needs analysis, the number of groups and modules, the preparation for your company’s environment and the level of support between sessions. The brief also covers how skills will be assessed and how the programme will be evaluated. For the [initial consultation](https://eddevelopment.eu/consultation/), please prepare **your goal, the roles involved and examples of work situations** you want to change. An indicative timeframe and budget also help. Based on this, we can suggest which topics should be shared and where the team needs separate support.