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:

How can Regeneron equip their sales reps to have more meaningful conversations with healthcare providers?

Large volumes of detailed training material is overwhelming for sales reps. Reps need help zeroing in on the most critical info that's specific to Regeneron's products, as well as the confidence to use that knowledge effectively and compliantly.

How can Regeneron get more value from live training?

Pulling Regeneron's reps out of the field for training is very expensive. Sales leaders wanted to incorporate more active learning practices to make sure key concepts stick.

How can Regeneron sales leaders spot knowledge gaps before they hurt performance?

Sales managers assess reps during ride-alongs. How can they use data to assess leading indicators of performance?

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:

1

Learning Matters For Performance

There's an immediate link between learning and job performance

2

Need To Spot Knowledge Gaps Early

Before they show up as mistakes in the field

3

Playbooks Change Constantly

Reps compete in a dynamic environment, so rapid response matters

Agile Learning: How Pro Teams Get Better, Faster

Build Mastery

Assess First

Identify Gaps

Improved Performance

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

1

Start with an Assessment

Initially, reps believe, "I already know this" (10-min assessment on mobile)

2

Identify Knowledge Gaps

Data triggers "Aha Moment'
"I cant believe i didn't know that!" Result: Reps are hungry to learn.

3

Target Remediation Training

Tailor microlearning to specific learning gaps.
Rapid rollout to teams.

4

Drill to Build Mastery

Build rep confidence by applying new knowledge via live practice in sales meetings.

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.

4

Drill to Build Mastery

Build rep confidence by applying
new knowledge via live practice
in sales meetings.

Results from using Learn to Win

Time Savings

With Learn to Win, Regeneron sales managers and reps both saved over 500 hours per month. Less time in live trainings = more valuable time in the field.

Increase In Engagement

Learn to Win's microlearning platform allowed sales managers to gamify their training, and push out quick assessments straight to their team's mobile devices. Sales reps loved this, and their assessment completion rates increased from 36% to 89%.

Improved Rep Performance

Sales managers reported significant improvements in the quality of conversations that reps had with healthcare providers.

Testimonials

“This technology allowed sales leadership to uncover specific and timely blindspots in understanding of concepts foundational to our success. The application gave us the ability to attack those deficiencies in order to better serve our customers and patients.”

“The ability to see questions that were mostly answered correctly as well as questions mostly answered incorrectly saved us an incredible amount of time and resources as it allowed us to intently focus on the areas of opportunity rather than inducing training on a large amount of information.”

“It is rare to find an application which requires a small amount of input from our end (at first-line leaders) but yields a tremendous amount of output which can be utilized in so many different ways with our team to enhance dialogue with HCPs.”

“The app opened my eyes to realizing I did not know some of the clinical information that I thought I knew. It allowed me to hone in on areas I needed to improve so I can have impactful conversations with my HCPs.”

“The Learn to Win platform allowed me to quickly identify areas of opportunity to coach and to improve clinical excellence within my team.”

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.