NEW TECHNOLOGIES... NEW CAMPAIGNS

The Challenge

• Roll out iPad devices to an entire sales division at their National Sales Meeting while simultaneously introducing a new sales campaign and new digital selling resources
• Ensure representatives can fluently deliver the new messaging AND proficiently use the iPad with customers

HealthAnswers Solution

HealthAnswers designed an educational continuum featuring:

• A home study course on iPad functionality that allowed representatives to obtain a foundation of knowledge prior to the NSM
• An integrated approach to iPad training at the NSM in which representatives used the iPads as a personalized training device and assessment tool throughout the entire program
• A simulated selling environment where each representative was “certified” on their ability to successfully deliver the new campaign using the iPad

The Results

• HealthAnswers successfully certified 99% of 400 representatives, field trainers, and managers in 3 hours
• Representatives achieved or exceeded expectations 90% of the time as measured against 8 different call criteria (including proficiency utilizing and navigating the iPad)
• Ninety-eight percent of participants stated that the iPad certification met or exceeded their expectations

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