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Case Study
Business Issue
The global provider of robotic assistance for minimally invasive surgeries (MIS), which has its presence in India for over 10 years now, had an aim to protect and increase its existing market share in India. With the increasing competition and availability of low-cost technology alternatives, the organization needed to effectively call out the Value it brings. The organization’s clinical salespeople, who are also the domain experts, needed to develop effective communication and presentation skills to drive sales and leverage the growing marketing conditions.
Key objectives identified were:
- Enable the team to effectively & accurately communicate/craft their message by understanding the diverse set of audience
- Engage in value-based discussions with target customers
- Enhance marketing presentation skills to drive results/actions
Industry Healthcare & Pharmaceutical
Category Sales
Product Counselor
Solution Summary
The main objective of the solution offered was to develop presentation and communication skills in the clinical sales team of the organization. The solution offered was aimed at enabling the clinical sales team to have effective 1:1 meetings with the surgeons where they present QTIs and present at marketing events with a higher number of audiences CSMs and Directors. The team participated in the virtual Mastering Successful Presentations (MSP) workshop which was followed up by application activities, follow-up assignments, and manager coaching. The program helped promote the actual application of the skills on the job/projects and impacted the participants’ overall work performance.
Outcomes
The group of participants reported sales opportunities attributed:-
79% of participants indicated sufficient to significant change in behavior.
100% indicated that they agree that it was easy to apply the skills on the job.
94% agreed that the program had an impact on their work performance.
Behaviors that showed the greatest level of change:-
- Identifying audience needs while preparing for a presentation
- Developing a presentation message that is clear and concise
- Being able to close the presentation with a call-to-action
- Developing the ability to summarize the key points in a captivating manner
- Using positive self-talk to manage the nervous energy
“It’s been a wonderful experience, and the journey has just begun.” With the right partners, we have a long way to go!”
