Geistlich Pharma, a global pharmaceutical organisation with a strong heritage and an enviable market position, known for its leading brand and top products in the field, had tried traditional sales training methods, including Train the Trainer, without success.
They needed a solution that could provide a customer experience like no other and foster a culture of continuous learning and development of commercial skills. This solution needed to align with their business growth strategy and transition from simply selling a product to a consultative selling style focused on selling solutions.
This problem meant that a high-cost global sales team and distributor model was giving the most basic type of customer experience often with unplanned client visits where salespeople would deliver a leaflet. The true cost of these untrained salespeople significantly impacts the return generated from the investment in salary/compensation as well as investment in training.
The Solution
After conducting a thorough evaluation of their current processes, identifying the gaps and success measures. The tender process was completed when Geistlich Pharma selected Expression for Growth as their global commercial skills partner over a multi-year period.
The solution was drawn from Expression for Growth’s Precision Learning methodology, selecting; Precision Selling and Negotiating, with Precision Coaching for year one and Precision Selling and Negotiating Stretch into Mastery for year two.
Embedding knowledge, skills and developing habits and behaviours was central to the success, so Precision Selling and Negotiating was “the way we prepare and run effective customer meetings, like no other” at Geistlich Pharma.
The GROW e-Learning platform offered unique features such as user-friendly navigation, relevant content, and continuous learning opportunities that other alternatives did not provide. 96.7% of Geistlich Pharma participants found that the GROW platform was ‘extremely easy’ to navigate and provided a positive outcome by reinforcing training, leading to improved skill retention and development. It helped people learn through self-directed learning, supported peer to peer coaching and support, as well as line manger coaching and support.
The Outcome
Geistlich Pharma were able to significantly enhance skill retention and development by implementing their Precision Selling and Negotiating learnings using the GROW platform. As a result, they experienced improved engagement, higher motivation among employees, and consistent application of newly acquired skills, leading to better performance and higher ROI from training initiatives.
Michael Saadah noted, "The GROW platform allows users to review content at their own pace, reinforcing learning over time, which is crucial for embedding new information."
Michael Saadah, Sales Manager at Geistlich Pharma, emphasised “the GROW platform is a critical component of the learning. The structured approach and continuous support significantly contribute to our team's development and performance." Geistlich Pharma has renewed their GROW licenses year after year, beyond the initial programme due to the platform's continuous value.
Geistlich Pharma continue using the GROW platform to support ongoing employee development and maintain high levels of skill retention. GROW now plays a critical role in the onboarding of new people, as part of their induction programme.
The GROW platform has provided a robust solution for skill retention, enhanced engagement, and improved performance, contributing to the overall success of Geistlich Pharma's training initiatives.
Michael explained, "GROW provides access to embed a common language and methodology across the global business, enhancing communication and understanding."
Discover how the GROW e-Learning platform can transform your training programmes and enhance skill development and retention for your organisation. Contact us today to set up a complimentary consultation to explore more.