Vaccine team have had a flat sales line for last 3 years. Organisation wanted an objective analysis of real sales conversations in person, phone and virtual conversations to improve capability and skills of team ahead of the current season.
KAI used to analyse all real conversations and provided a weekly interactive dashboard to enable in season review and allow organisation to course correct at both an individual and team level. Three key improvement areas were identified and learnings incorporated by the fieldforce into their calls. (Structure of the calls (sales model); Call Approach (sales skills and mindset) & Specific objection handling)
The KAI insights have been a game-changer for us. It gave us fact-based insight real-time in season that enabled us to rapidly improve performance across the teams. It helped us move from guessing to knowing. It’s the reason our teams have delivered the highest STEM scores worldwide.”
+300%
Year over Year
Triple digit growth of sales seen, increase in the clinical balance of the conversation by 24% and objection handling significantly improved.