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Comprehensive sales readiness platform to revamp sales training.

Comprehensive sales readiness platform to revamp sales training.

Introduction

  • Glenmark is a leading global innovative pharmaceutical company headquartered in Mumbai, India.
  • It has a presence in over 80 countries with more than 15000 employees.
  • They are a leading developer and manufacturer of Active Pharmaceutical Ingredients (APIs)

Challenges

  • Lack of standardized sales training
  • Need to improve the detailing skills of medical reps
  • requirement of a platform to measure the competencies and skills of new hires
  • Difficulty in executing induction training for new candidates
  • Need to reduce the prolonged training period for individual candidates

Approaching the solution

  • Awarathon platform’s sales enablement features allowed Glenmark’s management to standardize their sales process and improve sales performance.
  • It is flexible and provides the users with convenience and customization to use the platform for practicing, hiring onboarding, and product certification.
  • Awarathon’s practice platform is used to elevate performance and improve the engagement of medical reps.
  • The automated assessment process and real-time accurate feedback reports without any bias of the Awarathon platform allowed the removal of manual feedback evaluation by trainers
  • The leadership team at Glenmark found great value in this product for the purpose of sales training and rolled out the platform for all India sales forces.

Difference made

  • Significant reduction of training per individual due to continuous role play practice happening on Awarathon platform.
  • Improvement in employee engagement through gamification of assessments and contests
  • Re-strategized the entire sales approach through effective tracking of every manager and their team’s performance
  • Enhancement in reps’ sales pitch and confidence and improving in-clinic effectiveness
  • Region wise performance tracking for the medical sales reps through the platform’s robust reports

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

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