empower your sales force to: compete, win, and grow...empower your reps and dms to ensure mastery of...

EMPOWER YOUR SALES FORCE TO:

Compete, Win,and GrowA RESEARCH-BASED APPROACH TO ELEVATING YOUR SALES FORCE’S ABILITY TO CRUSH THE COMPETITION

Competition Rising?

© 2018 Quantum Learning, Inc. All rights reserved. • www.quantumlearninginc.com • 215-579-0540Compete, Win, and Grow

A Wholistic Approach to Sales Force Effectiveness inHighly Competitive Markets

Quantum delivers research-based sales force effectiveness training that reliably delivers measurable results in Kirkpatrick Level 3 and 4 evaluations. How? By combining our world-class behavioral research, with award- winning sales transformation expertise to design, develop, and deliver simpler ways

to differentiate your brands, and change behavior at the level of the physician, the patient, and the practice. Let us show you how we can help you dial in the ability to compete, win, and grow in your business, market, and competitive environment.

Our approach encompasses 5 steps for measurably improving your sales force’s ability to compete, win, and grow in a way that’s fun, engaging, and sustainable.

110%105%100%95%%-to-Goal Attainment

90%85%80% 115%

THE QUESTION IS:

HOW DO YOU MOVE THE MIDDLE?

110%105%100%95%%-to-Goal Attainment

90%85%80% 115%

ELEVATE THE ABILITY TO DIFFERENTIATE AND GROW


Simple Approach, Measurable Results

RESEARCH INYOUR WORLD

Quantum conducts blinded

field rides with top and middle

performers to identify the specific competitive selling behaviors that drive success in your therapeutic area.

ALIGN WITHBRAND STRATEGY

Quantum works closely with

your brand team, and sales

leadership to ensure a clear-

line-of-sight between brand

strategy and face-to-face

execution.

EMPOWER YOUR SALES FORCE TO COMPETE, WIN, AND GROW

Quantum certifies your DMs to

train, coach, and pull through each competitive selling behavior to the tipping point of change.

RELENTLESS COACHINGAND PULL-THROUGH

Relentless pull-through is the

key to sustainability and driving growth. Quantum provides a variety of coaching and pull-through tools on iPad that empower your reps and DMs to ensure mastery of those behaviors that actually move the needle for your brand.

DMs CASCADETO REPS

Your district managers then cascade the training to their reps using a simple meeting-in-a-box, which contains every-thing they need to shift and elevate your reps’ ability to execute each game-changing behavior in the field.

1 2 3 4 5


Elevating Sales Force Effectiveness Through Competitive Selling

The secret to achieving sustainable growth is to think and act in larger time horizons while also moving the needle now. For the client on the next page, we put in place a 20-month arc composed of 5 strategic events. Each event, starting with the National Sales Meeting (NSM) in January, focused on mastery of 3 research-based competitive selling behaviors that would move the needle right now in their therapeutic area and included:• A short pre-workshop assignment for reps and DMs to

introduce the first 3 competitive selling behaviors – what they were, why they mattered, how they worked.

• We then certified the DMs to set clear expectations, cascade the training, and coach and pull through the content.

• The managers then cascaded the training to their reps at the NSM.

• Followed by 100 days of relentless coaching, pull-through, and mastery of the 3 competitive selling behaviors.

GETTING OBSESSED AND STAYING OBSESSED WITH MASTERY

The second strategic event, beginning in May, focused on 2 more competitive selling behaviors, following the same pattern as before: pre-work, DM certification, rep cascade, and 100 days of relentless pull-through. The idea was to get obsessed and stay obsessed with achieving mastery instead of the typical one-and-done, event-based-training and moving on to something else.This was repeated in September with 2 more competitive selling behaviors through a total of 5 POA cycles. In this way, the organization systematically shifted the default behaviors of its middle performers from average to best-in-class.

The results were stunning. The sales force moved from 5th out of 6 competitors in rep quality, as measured from the healthcare provider’s point of view, to 1st in rep quality – raising the standard of rep quality in the process from 88 to 91points!

But most importantly, the sales force crushed their numbers, moving from 96%-to-goal attainment to 121%-to-goal!


How to Change Behaviors and Grow Your BrandIn 12 Months This Specialty Biopharma Sales Force Went From 5th to 1st

Competitor A

Sales Representative Quality

QUALITY OF INTERACTIONS WITH HCP, 100-POINT SCALE

96%-to-Goal Attainment

Competitor B

Competitor C

Competitor D

CLIENT

Competitor E

BEFORE

0 10080604020

CLIENT

Sales Representative Quality

QUALITY OF INTERACTIONS WITH HCP, 100-POINT SCALE

121%-to-Goal Attainment

Competitor A

Competitor B

Competitor C

Competitor D

Competitor E

AFTER

0 10080604020

1st

5th


Which Competitive Selling Behaviors Will Actually Move the Needle for Your Brand?

Sales force effectiveness begins with doing blinded field rides to identify which competitive selling behaviors actually move the needle for your brand. Once you’ve got those competitive selling behaviors figured out, everything else falls into place:

• Interview guidelines so you hire the right people in the first place

• Onboarding and core curriculum for new hires

• How to set expectations around what world-class performance looks like in behavioral terms

• How to coach and pull through behavior change in the field

• How to make your customer engagement model come to life

• How to operationalize your brand strategy

THE RIGHT

BEHAVIORS

SIMPLIFY

EVERYTHING


Want to Learn Quantum’s Secret Sauce for Competitive Selling?

Give us a call to schedule a fun and engaging 30-minute executive overview of how Quantum can help your sales force move the needle in highly competitive markets. 215-579-0540

Agenda:3 Minutes: Introduction to Quantum10 Minutes: Quantum’s Research on Competitive Selling15 Minutes: How Quantum Can Help Companies Transform their Ability to Compete, Win, and Grow2 Minutes: Options for Engaging Others in Your Organization

Our goal is to help you decide if Quantum’s approach is right for your world. If it’s not the right fit, no worries. Our mission is to have fun, keep it simple, and move the needle.

30 Minute

Executive

Overview

215-579-0540

To schedule a brief guided tour ofCompete, Win, and Grow so you can decide if it’s right for your world.215-579-0540www.quantumlearninginc.com

Call Quantum

empower your sales force to: compete, win, and grow...empower your reps and dms to ensure mastery of...

Documents