Customer Success Story: Regeneron Pharmaceuticals
Award-Winning Agile Sales Training
with Learn to Win
Customer Success Story: Regeneron Pharmaceuticals
Award-Winning Agile Sales Training with Learn to Win
Regeneron Honored for Training Excellence with Learn to Win
We’re delighted to announce that Regeneron has been named a Finalist for a LTEN Training Excellence Award for their innovative work with Learn to Win.
Regeneron and Learn to Win were selected as finalists from a record-setting number of nominations. “The work was innovative, the changes were real, and the people were amazing,” said LTEN Executive Director Kathleen Herndon, Ph.D.
Congratulations to our partners at Regeneron!
The Challenge
How can 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:
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
Approach learning like a pro 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:
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 the best 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:
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.
- Flexibility: The iterative approach makes it easy to adjust based on changes in the market, competitor moves, and shifts in strategy.
- Speed to Value: Teams benefit from improvements every few weeks.
- Flexibility: The iterative approach makes it easy to adjust based on changes in the market, competitor moves, and shifts in strategy.
The Agile Learning Cycle at Regeneron
Start with an assessment
Instead of trying to teach everything at once, the Regeneron team begins each cycle with a quick knowledge assessment to focus training. Reps complete each assessment in less than 10 minutes on their mobile devices.
Identify knowledge gaps
The assessment reveals the highest-priority knowledge gaps.
Data triggers ‘Aha Moments’ for reps: “I can’t believe I didn’t know that!”
As a result, reps are hungry to learn.
Target remediation training
Focus training interventions on specific, high-priority knowledge gaps. This targeted approach helps keep lessons short (using microlearning principles) so that reps can easily digest and retain the material.
Drill to build mastery
Build rep confidence applying new knowledge via roleplay and live practice in sales meetings.
Analytics Spotlight
Measure confidence to know how to intervene
To help managers know exactly how to coach their reps, Regeneron went deeper than simply tracking ‘right’ and ‘wrong’ answers.
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. More significantly, reps who were confidently wrong were likely to make mistakes in the field.
Results with Learn to Win
Testimonials
Help your team get better, faster.
Get started today with a free knowledge gap assessment. Let us know the best way to get in touch, and one of our learning experts will reach out right away.
