200120172020
case study

The learning journey worth taking

Reimagining selling model execution

Situation

Sales training has never been more critical. Virtual visits with physicians continue to get shorter in duration and less frequent, so every second a sales representative has with a customer is important.

Given the enormity of this challenge, our client asked us to provide a learning solution that would enhance and reinforce the competitive selling skills of a highly seasoned oncology sales force.

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Solution

We know that behavioral change and performance improvement in individuals occurs over time. Our solution was to embark upon a comprehensive 2-year learning journey that began by collecting data from managers and sales reps to identify selling skills gaps.

After analyzing the initial results, we developed novel, highly interactive ways to keep the learning fresh and engaging that included peer testimonials to capture the WIIFM, gamification, active practice and continuous measurement to assess and close the selling skills gaps.

Success

Both managers and the sales reps saw performance improvement which increased selling skills confidence, ultimately leading to enhanced customer engagement.

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