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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!

Untitled design (38)
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!
Untitled design (38)
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:

How can we help sales reps have more meaningful conversations with healthcare providers?
To succeed, reps need a solid foundation of clinical knowledge and the confidence to use that knowledge effectively. How can we focus our training to accelerate our reps’ learning?
How can we get more value from live training?
Live training time is precious. It’s expensive to pull everyone out of the field, and reps disengage when presented with a firehose of new information. How can we use that time more effectively?
How can we spot knowledge gaps before they hurt performance?
Our sales leaders and field trainers wanted more visibility into what reps understood and where they needed focused training. How can we use data to assess the leading indicators of performance?

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:

1
Learning matters for performance
There's an immediate link between learning and job performance.
2
Critical to spot knowledge gaps early
Before they show up as mistakes in the field.
3
Playbooks evolve constantly
In a dynamic competitive environment, rapid response matters.
1
Learning matters for performance
There's an immediate link between learning and job performance.
2
Critical to spot knowledge gaps early
Before they show up as mistakes in the field.
3
Playbooks evolve constantly
In a dynamic competitive environment, rapid response matters.

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:

  1. Speed to Value: Teams benefit from improvements every few weeks.
  2. Flexibility: The iterative approach makes it easy to adjust based on changes in the market, competitor moves, and shifts in strategy.
  1. Speed to Value: Teams benefit from improvements every few weeks.
  2. Flexibility: The iterative approach makes it easy to adjust based on changes in the market, competitor moves, and shifts in strategy.
Learn More About Agile Training

The Agile Learning Cycle at Regeneron

1
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.

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.

2
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.

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.

3
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.

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.

4
Drill to build mastery
Build rep confidence applying new knowledge via roleplay and live practice in sales meetings.

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

Time Savings
With Learn to Win, Regeneron sales managers and reps saved over 500 hours per month. Less time in live trainings = more valuable time in the field.
Increased 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.”
- Sales Manager
“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.”
- Associate Director of Training
“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.”
- Sales Manager
“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.”
- Sales Representative
“The Learn to Win platform allowed me to quickly identify areas of opportunity to coach and to improve clinical excellence within my team.”
- Sales Manager
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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. 

info@learntowin.com | (909) 414 1295
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