Digitized Sales Training of a Leading
Medical Technology Company
The Client
The client is a global medical technology company that sells devices for diagnostics, surgery, and imaging. They approached Excelsoft to remodel the training approach for their sales professionals.
63%Decrease in training cost
12 %Increase in Q3’21 sales
17 %Increase in Q4’21 sales
Business Needs
The client wanted to adopt an instructional approach to address their challenges-
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- Despite training, many salespeople failed to identify their target audience.
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- Communication gap existed between facilitators and sales professionals, especially regarding the medical jargon.
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- New hires mostly remained unresponsive to the theoretical learning sessions.
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- Marketers (especially Eastern Europeans) preferred training in their local languages.
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- Arranging facilitators was time-consuming and expensive.
Solution Highlights
- Delivered learning as an activity-driven solution.
- Made the training facilitator independent.
- The web training format was adopted with the following attributes:
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- Gamification approach to present the content.
- Non-example examples to explain the medical jargon and processes to non-medical professionals.
- HTML DOM Assets for ease of translation and text editing.
- Balanced use of audio narration to cut recording costs.
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