Focus Magazine - Summer 2014 - (Page 35)
eLEARNING
Selling as a Team Sport
I By Melyssa Plunkett-Gomez
Shared stories and
best practices
result in sales success
across the team.
e
Learning leverages technology to expand
the distribution and access to resources
for employees across your company.
Recently we have seen life sciences companies
apply technology to evolve learning from an
individual activity to a powerful team
experience, taking advantage of the skills,
expertise and knowledge across the
organization. Using mobile interactive video,
these companies are seeing impressive business
results. As one executive told us, "I have now
transformed selling
into a team sport!"
It Takes a
Player and
a Coach
A sales team
from a life
sciences
company began
a pilot with a
mobile,
interactive video
application to
complement sales development. Sales reps had
received coaching from managers during ridealongs for many years, but the results were
marginal. During the six-week pilot, they
created videos of themselves practicing their
Mobile interactive video allows
distributed sales teams to work and
learn more effectively together.
sales presentations and interactions, they
requested in-video coaching and they used this
feedback to improve upon their performance.
The results were impressive. For one sales
rep named Mike, who had consistently been in
the middle 50 percent of the team, his
performance went from No. 21 on the team to
No. 4 within one quarter. According to Mike,
"I always knew my manager had good
intentions, but his after-the-fact coaching
wasn't helpful. But when I watched the video, I
saw myself the way Bruce saw me...the way
customers saw me. And with Bruce's specific
and consistent coaching, inserted directly into
the video where it applied, I was able to make
the necessary changes to make a difference."
When Mike was called up on stage at the
national sales meeting as a top performer,
everyone in the audience looked around
and asked, "What happened with Mike
to make him a top performer?" With
this clear proof of business value, the
decision to deploy the mobile video
solution across all of sales was an
easy one.
The Best Stories Should
be Shared
An innovative global company
began using iPad video as part of
their sales training program, but
they did not expect it to turn the
student sales reps into teachers.
FOCUS | SUMMER 2014 | www.L-TEN.org
35
http://www.L-TEN.org
Table of Contents for the Digital Edition of Focus Magazine - Summer 2014
Focus Magazine
From the President: Clarity, Community & Career
Table of Contents
Table of Contents
Guest Editor: Your Network and the Connection Ecomony
Front of the Room: Getting Your Head Right
Neuroscience: Neuroliteracy
Introducing LTEN: The Life Sciences Trainers & Educators Network
Communities of Practice: Learning in Action
Are We Living in a Post-LMS World?
Member Solutions: Measuring the Impact of Training
Selling as a Team Sport
From the Training Room to the Board Room
The Science of Changing Sales Behavior
Personalized Medicine: The Coming Revolution
Virtual How: Trends in Selling Models
Member News
Ad Index
Focus Contacts
5 Questions with Nigel Brooksby
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