A sales enablement platform in background

A sales enablement platform in alignment with its sales process.

Abbott Nutrition is a division of Abbott Laboratories specializing in nutritional products and supplements, serving consumers across more than 160 countries.

Improvement in the selling skills of medical representatives

80%

Participants who found the platform interesting and engaging

160+

Countries where Abbott operates

Table of content

Introduction Challenges Approaching the solution Difference made

Introduction

Abbott Nutrition is a division of Abbott Laboratories, a global healthcare company.
Operates in over 160 countries, serving millions of consumers worldwide.
Abbott teams across India, Australia, New Zealand, and the broader APAC region leverage Awarathon to enhance the sales readiness of their medical representatives.
Specializes in producing nutritional products and supplements.

Challenges

They required a sales enablement platform that aligns with the steps involved in their detailing call.
Need for a dedicated practice platform to ensure medical reps gain sufficient hands-on experience before facing in-clinic scenarios.
Difficulty in providing on-the-go training to medical representatives in the field.
Challenges in developing effective communication skills of medical reps.
Lack of timely constructive feedback to drive medical reps’ performance.

Approaching the solution

Customization of the Awarathon’s assessment structure in alignment with that of the detailing framework of Abbott Nutrition.
A dedicated practice feature was introduced to track the time spent by medical reps before submitting assessments, reinforcing their focus on practice-driven learning.
Awarathon’s AI coach raised accurate objections during roleplays and refined medical reps’ ability to handle challenging conversations.
The platform was leveraged to enhance pitching, opening, closing, and probing skills, ensuring improvement in the sales readiness of medical reps.
The intent mapping feature of Awarathon helped AI to capture the key points in medical representatives’ detailing even when the languages and detailing styles of reps were different.
The platform delivered instant and detailed feedback, allowing medical reps to continuously refine their communication and performance.

Difference made

Continuous practice on the Awarathon platform resulted in improved confidence while pitching to HCPs.
More than 80% of the participants found the platform interesting and engaging.
Accurate alignment of the platform’s parameters with the training steps of Abbott enabled them to create a robust sales training structure that resulted in 2x improvement in the selling skills of the medical reps.
Awarathon’s instant and detailed feedback ensured consistent brand messaging throughout the field force.

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