Improving sales readiness isn’t easy.
Unless you use AI. Then it is.
Successful synchronization of sales readiness platform and sales LMS
Dr. Reddy’s Laboratories is a multinational pharmaceutical company with the commitment to provide affordable and innovative medication to people around the world.
One of their important verticals is in the field of medicine sales, an absolute dedication to scale up this vertical demands for a sales readiness system.
Challenges
- Training process transformed/shifted online due to the changing work pattern.
- Absence of a sales readiness platform to work in sync with existing LMS system.
- Lack of pitch practice and consistency from the medical representatives, an important factor in addressing the doctors.
Approaching the solution
The primary need was to shift the training process online to make medical representatives practice real life scenarios when conversing with doctors to increase in-clinic effectiveness. The progress reports were generated through the Awarathon platform. This helped sales managers gain better clarity on the performance of medical reps (MR) in terms of their practice & assessments.
It was challenging to design the assessment suiting the need for training, reporting and a smooth adaptation with their current LMS system. To accomplish this, Dr. Reddy’s used Awarathon’s video assessment to identify competency gaps, which led to a better sales rep and individual manager experience.
With Awarathon’s customized reports Dr. Reddy’s management was able to get a holistic overview of the entire sales rep progress chart. This allowed them to have more consistency and control over their pitch.
Difference made
- Accessible region wise performance tracking for on the field sales reps.
- Peer-to-peer learning encouraged sales reps to improve and tackle challenges on the field.
- Successful synchronization of Awarathon Sales Readiness Platform and Dr. Reddy’s LMS system for better accessibility to managers as well as learners.
We liked the video-based assessment of Awarathon's platform, which we integrated with our existing LMS system. In addition, the video roleplay features offered were good enough for us to accelerate our sales capability building while saving time & effort.
Awarathon Awareness Initiatives Pvt. Ltd.
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