The Global Head of Sales at one of the largest multinational pharmaceutical companies in the world recognized the need to improve their 15% win rate for the field force with healthcare professionals. But, with limited visibility into rep capabilities, with no method of enforcing roleplay or video library of top performers to leverage for peer learning, they felt stuck. They wanted to provide sales reps with regular and intentional roleplay, engage their front line managers to do more coaching, and establish an objective, scalable indicator of sales performance for their thousands of sales and medical reps. As an innovative sales org, instead of maintaining the status quo, they decided to engage Quantified to improve sales outcomes through the power of AI roleplay and coaching.
We first looked at their current capabilities, sales coaching practices, and sales rep performance indicators before setting up their new sales performance improvement experience. We utilized their scripts and marketing materials, customized our capability models to their sales methodology, and built partnerships with the sales teams to establish adoption and usage expectations. The reps were most excited to have a safe, judgment-free space to practice. The experience started with simulations with an AI persona, programmed to talk like their target customer (healthcare professionals). Immediately after the roleplay simulation, the rep receives an objective, scored assessment of their performance, with a detailed breakdown of messaging, skills, style, and how they stack up against top-performer benchmarks. They also receive personalized feedback and training, enabling them to practice their weaker skills and remeasure until they reach their goals.
Quantified Results:
The quantitative outcomes showed that the program was an unqualified success.
