Insight Training Program
Organizational Innovation
Published on: 
2011
Consulting
  • Insight Training Program
    Organizational Innovation
  • The Opportunity & Journey
    A Cooler Solutions client in the pharmaceutical industry was experiencing long-term secular decline in the effectiveness, productivity, and job satisfaction of its primary care sales force. Cooler Solutions applied its intensive, experiential learning program, training the 600-person sales team on user-centered research techniques. The program was completely customized to the sales team’s specific markets and needs, with implementation details further customized to level, role and responsibility of the client’s personnel. 

    The Results
    Post-implementation, the client experienced a ~20% increase in average time each sales personnel spent with customers/physicians (the #1 driver of increased sales). Product sales improved from stagnant to high single digit growth, with substantial increases incustomer satisfaction, and sales force self-perception of “quality of sales interaction” and “ability to solve problems in my job”.
     
    Customer Quote
    “In my 20 years here, this was one of the most valuable learning experiences.” – Pharma Sales Rep
    “I have never seen a session where the group was so energetic, involved, did not want to take a break and left excited.” – Pharma Sales Rep