A blended learning approach to upskill our client’s sales team and sharpen their competitive edge, through impactful conversations with HCPs.
Our client had recently launched a new global commercial L&D team, who needed to fully understand the key priorities in each market within their highly competitive therapy area. They needed help getting their sales teams into the best possible shape in each market area.
We partnered with our client to identify key priorities such as the need for sales teams to, not only better understand their data, but also be able to more confidently navigate customer interactions.
We designed a year-long learning curriculum focused on competitive fitness – a blended program that helped field teams better understand how to use key data and confidently adopt competitive mindsets, empowering them to create impactful customer engagements that maximized brand performance.
As the program rolled out, we collaborated closely with our client to gather insights and feedback from markets which informed the focus, development, and rollout of Phase 2.
A 5-step learning journey helped the team learn and practice the skills to:
We developed a program-in-a-box for all assets and launched it to L&D leads across the world.
We also delivered Train the Trainer workshops, walking specific teams through the learning journey to support L&D leads to launch the programme and deliver it locally.
Within the programme pre and post-learner evaluation was built in to track confidence, skill, knowledge and behavior change.
Global rollout and adoption:
The behavior change created by our blended, 5-step learning curriculum drove a 3pt increase in market share
35 markets participated in the Phase 1 program, 20 additional markets requested inclusion just 1 day after launch
confidence score from over 60% of participants for the Train the Trainer session
Following feedback from Phase 1 of the competitor fitness learning program, we enhanced Phase 2 with further blended learning:
