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Is our pharmaceutical sales team ready?
When a major company launched
their new nasal steroid, they asked Meridia Audience Response to provide
a method to determine if their sales force possessed the appropriate
product knowledge before they got in front of a physician. We suggested
that during their upcoming national sales meeting, they conduct a team
competition using the Meridia Audience Response system to gather
information and tally the scores by region.
At the conference, the 600-person audience was
divided into 6 teams according to sales regions. The entire group was
asked product-related questions. Team members responded using the
Meridia Audience Response keypads and the system automatically kept a
tally of the team scores throughout the competition. Since everyone in
the audience had an impact on the outcome of the final score, the room
literally exploded with excitement as the results of each question were
displayed. At the end of 60 minutes, a winning region was announced and
prizes were awarded.
The real prize however, went to the regional
trainers. Immediately following the competition, Meridia Audience Response
produced a printed copy of the results divided by region. That
afternoon, the regional trainers--armed with the results from the
competition--were able to determine which areas of product knowledge
needed review. They then addressed those areas during the break-out
training sessions that afternoon. Meridia's services increased the
effectiveness of the training and allowed the trainers to be more
productive during the conference.
A year later, the same company invited Meridia
Audience Response to, again, provide the audience response system for 2,500
sales representatives following the launch of another new product. The
meeting theme was different, but in both cases, the sales trainers were
able to make every moment count during their break-out training
sessions. The sales managers also walked away with tangible proof that
their sales representatives possessed the required knowledge needed to
successfully sell their product.
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"...the regional trainers... were able to determine which areas of
product knowledge needed review."
"Meridia's services... allowed the trainers to be more productive
during the conference."
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