Our Work
Virtual Launch Meeting
Client: Pharmaceutical Manufacturer - New Jersey
Client Goal: Implement a highly impactful, time-efficient virtual breakout activity to certify sales representatives for product launch.
Method: 243 sales representatives participated in 7-minute sales role-play from home with a Medical Oncologist. The activity was conducted within a two our time block as part the client’s virtual launch. 20 Medical Oncologists role-played simultaneously with the participants over video conference.
Managers and sales training leaders certified the participants on the Intruvu platform using their certification criteria.
Result: Viewable role-play and evaluation content was utilized by managers to identify area’s where the participant excelled, as well as opportunities for improvement. Sales leaders also used content to identify areas of deficiency in the collective selling unit. Several key discrepancies were identified collectively, and corrective measures were implemented across the entire sales group.
“This was truly an eye opening experience. Not only did we get to see how the reps perform in a virtual setting, but we got a clear picture of their understanding and ability to communicate effectively. It was a truly awesome event.”
New Hire Phase 1
Client: Orthopedic Implant Manufacturer - Memphis, TN
Client Goal: Assess how sales personnel handle physician objections and plan for follow-up sales calls.
Method: New hire representatives role-played for 7 minutes with an orthopedic sports medicine surgeon. The physician was instructed to object and ask various questions. After the initial role-play the new hire participants worked with field sales trainers and managers discussing how they plan to follow-up, and how they source the information requested by the surgeon. Participants then completed a follow-up 3 minute sales call with the same physician to address concerns.
Result: Client identified major discrepancies in both planning a follow-up sales call and how the reps find answers to physician questions and objections.
“This provided an amazing insight into how our reps follow-up with the surgeons when they are confronted with a question they don’t have an answer to. We changed our training because of this.”
Acquisition Integration
Client: Pharmaceutical Manufacturer - Research Triangle Park, NC
Client Goal: Assess acquired sales personnel along with competency level of existing sales personnel relating to integration of newly acquired drug. Integration was executed remotely.
Method: 65 acquired sales representatives, along with 220 existing sales representatives participated in a 7 minute sales role-play with a neurologist. Over the course of a week participants role-played from their homes as an activity for the clients virtual launch meeting.
Result: Viewable role-play and evaluation content was utilized by the client to assess, and evaluate acquired sales personnel. Coaching and improvement was implemented to existing sales personnel.
“This was the most efficient tool I have used in pharma in terms of getting a 30,000 ft. view of both sales groups. Our regional sales leaders also really liked it.”