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A sales enablement platform in alignment with its sales process.

A sales enablement platform in alignment with its sales process.

Introduction

  • Abbott Nutrition is a division of Abbott Laboratories, a global healthcare company.
  • Operates in over 160 countries, serving millions of consumers worldwide.
  • Abbott teams across India, Australia, New Zealand, and the broader APAC region leverage Awarathon to enhance the sales readiness of their medical representatives.
  • Specializes in producing nutritional products and supplements.

Challenges

  • They required a sales enablement platform that aligns with the steps involved in their detailing call.
  • Need for a dedicated practice platform to ensure medical reps gain sufficient hands-on experience before facing in-clinic scenarios.
  • Difficulty in providing on-the-go training to medical representatives in the field.
  • Challenges in developing effective communication skills of medical reps.
  • Lack of timely constructive feedback to drive medical reps’ performance.

Approaching the solution

  • Customization of the Awarathon’s assessment structure in alignment with that of the detailing framework of Abbott Nutrition.
  • A dedicated practice feature was introduced to track the time spent by medical reps before submitting assessments, reinforcing their focus on practice-driven learning.
  • Awarathon’s AI coach raised accurate objections during roleplays and refined medical reps’ ability to handle challenging conversations.
  • The platform was leveraged to enhance pitching, opening, closing, and probing skills, ensuring improvement in the sales readiness of medical reps.
  • The intent mapping feature of Awarathon helped AI to capture the key points in medical representatives’ detailing even when the languages and detailing styles of reps were different.
  • The platform delivered instant and detailed feedback, allowing medical reps to continuously refine their communication and performance.

Difference made

  • Continuous practice on the Awarathon platform resulted in improved confidence while pitching to HCPs. 
  • More than 80% of the participants found the platform interesting and engaging.
  • Accurate alignment of the platform’s parameters with the training steps of Abbott enabled them to create a robust sales training structure that resulted in 2x improvement in the selling skills of the medical reps. 
  • Awarathon’s instant and detailed feedback ensured consistent brand messaging throughout the field force. 

Optimize sales success by aligning learning and upskilling with your goals through Awarathon.

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