SOPHiA GENETICS is an artificial intelligence-based tech company that uses data-driven medicine to serve over 900 hospitals across the globe. To meet aggressive growth targets the company hired new talent. However, many of these new hires had limited industry and sales experience. SOPHiA wanted to transform this team into exceptional sales professionals.
Transforming their sales team would require SOPHiA to instill a cohesive customer-centric sales approach across the organization through comprehensive sales and sales coaching training
Average facilitation score for all consultative selling programs
11-point improvement in incorporating selling skills
Learner engagement after training drove knowledge retention up 27%
SOPHiA GENETICS partnered with Richardson to build a customized training solution that combined consultative selling and account strategy training for their sales professionals, and sales coaching training for managers. The solution also included the development of a new onboarding training cadence that leverages Richardson's blended-learning platform, Accelerate, and sustainment through Richardson's mobile training reinforcement solution, QuickCheck®.
The Consultative Selling training program armed SOPHiA's sales professionals with new skills that they could immediately apply in the field. The Prosperous Account Strategy program built upon the skills learned in Consultative Selling training. Territory Managers learned to use a Coaching Planner to maintain a consistent cadence of coaching sessions. Managers learned how to prepare for each coaching session and employ an effective framework to conduct coaching conversations that result in behavior change and continuous improvement.