SUCCESS STORIES

  
 
 

TOP 3 ORTHOPEDIC GROUP

Post 1

OVERVIEW

Audience:

  • Orthopedic Sales Associates
  • Sales Associates sell orthopedic implants and assist surgeons in O.R.
  • Previously used manuals and classroom (ineffective and costly)

Challenges:

  • Large amounts of complex knowledge
  • New-hires with varying amounts of knowledge/experience
  • Low knowledge retention rates (60%)
  • No tracking

MEASURABLE BUSINESS RESULTS

  • Increased knowledge retention (from 60% to 88%)
  • Increased test scores (from 83% to 92%)
  • Classroom time (reduced from 18 days to 10 days)
  • New program will save $700,000 over three years
  • Projected sales increase/year in the millions of dollars
  • Used globally - including translation to Japanese and Spanish

SOLUTION

  • Competency model
  • Behavioral interview guide
  • Structured filed experience
  • Web-based training
  • Web-based testing and certification
  • Performance support components
  • Audio CDs
  • Classroom

GLOBAL NUTRITION GROUP

Post 2

OVERVIEW

Audience:

  • Internal Personnel
  • Distributors
  • Healthcare Professionals

Challenges:

  • 30% of sales reps' time spent on training
  • No way to track training at individual locations
  • Training does not provide competitive advantage
  • Limited training to support distributor sales initiative

MEASURABLE BUSINESS RESULTS

  • Pilot Testing Data
  • Estimated 50% reduction in the time sales reps spend on training customers
  • Competitive advantage as customers become reliant on the Learning and Resources Center - increased switching costs

SOLUTION

  • Learning and Resources Center
  • Online training: pump simulations, product information, etc.
  • Online resource center: reference guides, calculator, tools etc.
  • Includes sales DVD for sales reps to engage potential customers

MAJOR RETAIL ORGANIZATION

Post 3S

OVERVIEW

Audience:

  • New-Hires
  • Generation 'Y'
  • Males
  • Love cars and video games
  • Previous program - paper manual
  • Previous time - 60 days to complete

Challenges:

  • Expensive
  • Not completing training
  • Required myriad time from store manager

MEASURABLE BUSINESS RESULTS

  • Reduced time to completion (from 60 days to 10 days)
  • Completion rate (double)
  • Reduced manager time by 75%
  • Savings = $238,000 per year

SOLUTION

  • Learning and Resources Center
  • Online training: pump simulations, product information, etc.
  • Online resource center: reference guides, calculator, tools etc.
  • Includes sales DVD for sales reps to engage potential customers