ABBOTT

Challenges

Abbott decided to reorganize one of its divisions, which caused a lot of disruption. The group had also recently recruited new salespeople and technical engineers who needed to be integrated quickly. During a difficult period in the health systems in the midst of a pandemic, it was necessary to strengthen the commercial posture of the company’s technical engineers in this new commercial environment. A project was therefore launched to optimize their sales performance.

100

sales representatives trained

75

virtual classes

45

sales and negotiation meetings coached

The Halifax Consulting Solution

Our consultants have set up a 100% online learning course specially adapted to Abbott’s problems and tools: 

  • 3 courses for salespeople: 2 in sales and 1 in negotiation; these are based on the THE LEAD METHOD® and THE DEAL METHOD®.
  • 2 courses for technical engineers to develop their commercial posture. 

Keys to success

  • Very good knowledge of the healthcare market and hospital sales by the Halifax team
  • High flexibility and adaptability of the system
  • Individualization in some parts of the module