Overcoming the sales challenges with Awarathon’s background

Overcoming the sales challenges with Awarathon’s Innovative AI tools

Novartis is one of the world's leading pharmaceutical companies, developing innovative medicines to address serious healthcare challenges globally.

80%

Scientific knowledge accuracy achieved

Improvement in high-performing MR competency

90%

Adoption rate across business divisions

Table of content

Introduction Challenges Approaching the solution Difference made

Introduction

Consistently ranked in the top 5, this Swiss-based company is one of the largest pharmaceutical companies in the world.
Operates in 140 countries with more than 100,000 employees globally.
They use innovative science and digital technologies to create transformative treatments for great medical needs.

Awarathon effectively streamlines our sales training and onboarding processes by efficiently incorporating detailed assessments and knowledge quizzes.

Balaji Subramanian

Disease Area Training Manager

Challenges

Enhancement in the in-clinic effectiveness of medical representatives.
The expertise of medical representatives in terms of detailed information about highly technical and diverse product features, benefits, and applications.
Consistency in brand messaging to ensure the company’s image remains aligned with its values and goals, fostering credibility and reliability.
Standardization of the sales training procedures that help in enhancing the training results.
Absence of a timely constructive feedback system.
Difficulties in tracking sales performance metrics and identifying areas that need improvement.

Approaching the solution

Utilization of the video roleplay practice platform to create realistic situations.
Awarathon’s gamified knowledge quizzes were used to certify the scientific knowledge of Medical reps.
The timely feedback report helped the reps to understand the gaps in their performances.
Valuable insights to sales managers on specific training needs of individual team members.
Dynamic analytics and reports play a pivotal role in providing sales leaders with comprehensive insights
The Novartis team saw potential in various AI tools provided by the platform.
It rolled out the platform for its major departments such as Cardio Vascular, Oncology, Opthalmology, etc. which includes around 1000 medical representatives.

Difference made

Improved efficiency in addressing HCP’s objections and queries
Improved consistency in brand messaging while detailing
Increase in scientific knowledge proficiency with more than 80% accuracy
2x increase in the competency of team members belonging to the highest accuracy tier
More than 90% adoption from each division
Reduction in the new rep ramp-up time