Revolutionizing Sales Training and In-Clinic Effectiveness background

Revolutionizing Sales Training and In-Clinic Effectiveness with AI-Driven Coaching

Sun Pharmaceutical Industries Ltd. is the world’s fourth-largest specialty generic pharmaceutical company, with global revenues of over US$4.5 billion, 36,000+ employees, 40+ manufacturing facilities, and a presence across 100+ countries.

Improvement in scientific knowledge

40%

Improvement in skill development through consistent practice sessions

35%

Improvement in individual performance through personalized, instant feedback

Table of content

Introduction Challenges Approaching the solution Difference made

Introduction

Sun Pharmaceutical Industries Ltd. is the fourth largest speciality generic pharmaceutical company in the world, with global revenues of over US$4.5 billion.
Supported by more than 36,000 employees and over 40 manufacturing facilities worldwide.
Sun Pharma provides high-quality, affordable medicines in more than 100 countries across the globe.
Sun Pharma’s sales teams across India and global markets such as South Africa, Bangladesh, and Nepal use Awarathon to improve their sales skills and in-clinic effectiveness.

Challenges

Difficulty in measuring the in-clinic effectiveness of sales executives.
Need to reduce the onboarding time for new sales representatives.
Difficulty in delivering accurate scientific and product knowledge during in-clinic interactions.
Need for a practice-oriented platform where sales representatives could practice in a realistic environment.
Need for personalized feedback to understand individual performance and areas of improvement.
Getting a holistic overview of the entire sales team’s performance.

Approaching the solution

Awarathon’s interactive and engaging offerings helped medical representatives prepare, practice, and perform better in a risk-free and controlled environment.
Realistic in-clinic situations were created to help sales representatives practice real-world interactions, with multiple reattempts to improve their performance.
AI-powered roleplay assessments helped sales representatives improve their product knowledge, scientific communication, and sales pitch.
The manual assessment feature allowed managers to review performances and share constructive feedback with their team members.
The AI-enabled reports helped the learning and development team understand where sales representatives were lacking and which aspects of the sales process required improvement.
Regular practice and personalized feedback helped sales representatives build confidence and improve their skills.
Awarathon video assessments were rolled out across multiple divisions, with participation from sales executives to top management.
After initially leveraging the platform with 2 divisions during the pilot stage, Sun Pharma successfully rolled out Awarathon across all India business verticals.
The platform was also adopted by Sun Pharma teams across global markets, including South Africa, Bangladesh, and Nepal.

Difference made

2x improvement in scientific knowledge, leading to increased confidence among sales representatives.
40% improvement in skill development through consistent practice sessions.
35% improvement in individual performance through personalized instant feedback.
25% reduction in onboarding time, helping improve field readiness and productivity.
More than 80% adoption from each division.
More than 90% similarity between managers’ feedback and real-time AI-enabled reports.
Refinement in the sales pitch and increased confidence of sales executives resulted in improved in-clinic effectiveness.
Positive feedback was received from the business heads at Sun Pharma following the successful implementation of Awarathon.

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