Regeneron's Agile Sales Training
LTEN Innovation Award
The Challenge: How Do We Help Our Sales Force Get Better, Faster?
Training Regeneron’s distributed sales force is no small task. Reps need to master large volumes of detailed scientific information about products. To have meaningful conversations with healthcare providers, reps need to recall that information quickly and communicate it clearly, accurately and confidently. Regeneron’s training team identified 3 areas where they could better equip reps for success:
The Innovation: Train Like A Professional Sports Team
Regeneron’s ‘Eureka!’ moment was inspired by sports teams, after learning how Stanley Cup and Super Bowl Champions had used Agile Learning to get better, faster. Sales leaders discovered three direct links between their organization and elite sports teams:
Agile Learning: How Pro Teams Get Better, Faster
Agile is best-known as a software development methodology that has driven rapid innovation at tech companies. Agile learning adapts those principles to help teams get better, faster. At its core, Agile sales training takes a rapid, iterative approach to learning that helps teams respond to changes quickly.
Traditional approaches to Learning and Development involve months of work followed by a major rollout. In contrast, Agile breaks big projects into small pieces that are completed in short and fast (2-4 week) sprint cycles. This approach has 2 major benefits:
- Speed to Value: Teams benefit from improvements every few weeks (vs. 1-2x per year)
- Flexibility: The iterative approach makes it easy to adjust based on changes in the market, competitor moves, and shifts in strategy.
How Regeneron Uses Learn to Win
"I cant believe i didn't know that!" Result: Reps are hungry to learn.
Rapid rollout to teams.
Regeneron started by building quick, 10-minute assessments
Regeneron sales leaders started by building short, weekly assessments on Learn to Win (10 questions max), which are instantly pushed out to their reps mobile devices.
Data spotted knowledge gaps BEFORE hurting reps performance
Data shows Regeneron’s sales leaders where to focus training and how to intervene. What are the concepts that nobody understands? With data, sales managers can focus valuable training time on the topics that will move the needle for their organization.
Sales leaders were able to measure their rep's confidence
On key questions, before reps could see if they had answered correctly, they were asked, “How confident are you in your answer?” Reps answered on a sliding scale between 1 (total guess) and 10 (certain).
Sales managers loved this information because it predicted how reps might perform in the field. Reps with high accuracy but low confidence might doubt themselves and hesitate in the field. Most dangerously, reps who were confidently wrong were likely to make mistakes without realizing it.
new knowledge via live practice
in sales meetings.
Results from using Learn to Win
Rapid results with minimal lift.
Ready to help your organization get better, faster?
Schedule a free demo and see how you can accelerate your team’s performance.