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Driving 22% Increase In Quota Attainment in Fourth Largest US Healthcare Company

The Challenge

The Specialty Solutions group within the Pharmaceutical Business segment of Cardinal Health made it their goal to capture more market share and accelerate revenue growth. This group handles the marketing and distribution of oncology medicine and other advanced solutions. Leaders of division wanted to grow their consultative skills to drive their solution-based selling. Complicating this challenge was the fact that Cardinal Health had recently purchased Medtronic resulting in a combined workforce comprised of disparate approaches. In this complex setting, there were several sales representatives in both the medical and pharmaceutical divisions calling on the same account. Therefore, any differences in the approach to selling would be immediately noticeable to customers. Cardinal Health was looking for a solution that would consist of more than a provider, they wanted a partner. They wanted to work with a training organization that would be a communicative, and accessible resource.

The Results

22% increase in quota attainment
14-31% increase in knowledge retainment across all participants
93% quota attainment among bottom performing reps that participated