The Challenge

The Global Head of Sales at one of the largest multinational pharmaceuticalcompanies in the world recognized the need to improve their 15% win rate for thefield force with healthcare professionals. But, with limited visibility into repcapabilities, with no method of enforcing roleplay or video library of topperformers to leverage for peer learning, they felt stuck. They wanted to providesales reps with regular and intentional roleplay, engage their front line managersto do more coaching, and establish an objective, scalable indicator of salesperformance for their thousands of sales and medical reps.As an innovative sales org, instead of maintaining the status quo, they decided toengage Quantified to improve sales outcomes through the power of AI roleplayand coaching.

The Process

We first looked at their current capabilities, sales coaching practices, and salesrep performance indicators before setting up their new sales performanceimprovement experience. We utilized their scripts and marketing materials,customized our capability models to their sales methodology, and builtpartnerships 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 totalk like their target customer (healthcare professionals). Immediately after theroleplay simulation, the rep receives an objective, scored assessment of theirperformance, with a detailed breakdown of messaging, skills, style, and howthey stack up against top-performer benchmarks. They also receivepersonalized feedback and training, enabling them to practice theirweaker skills and remeasure until they reach their goals.