We sought to standardize the sales processes and speeches created by the training area through a virtual platform that allowed them to practice the methodology, dialogues and sales skills. In addition, a profile was generated for direct managers, allowing them to provide feedback to their medical representatives, thus standardizing the sales process and creating a collaborative coaching environment based on objective metrics.
A theoretical and practical training program focused on virtual sales was designed and implemented, training 130 sales representatives with the necessary skills and competencies to sell remotely, thus generating more business opportunities. As a result of the program's success, it was implemented in the company's induction processes.
It was necessary to transform sales training processes into something measurable, effective and continuous. With this in mind, an AI-enabled virtual platform was developed where Medical Representatives could practice the delivery of their key messages and promotional grid. The platform automatically evaluated the exercises and provided a verdict to users, while generating a report for managers, allowing them to audit the reps' training. This development generated value by standardizing promotional messages, auditing training processes and even certifying the sales force.
The objective was to standardize the sales process from start to finish, from the segmentation of the doctors to the follow-up after the visit. For this purpose, a platform was designed and created where the Medical Representatives could practice all the sales phases, thus achieving the training, adoption and improvement of the laboratory's sales process.
The traditional Role Play methodology generated conflicts for the commercial and training areas, as Sales Representatives questioned the objectivity of the feedback provided by managers. As a solution, a video call platform integrated with AI was developed to conduct coaching sessions, allowing to record the entire session or specific segments to compare them with different evaluation criteria, thus radically facilitating the work of managers.
