The Need

Philips Healthcare identified a need to train their sales representatives on a new monitoring device. Training needed to include identifying which patients would benefit from the monitoring, how the monitoring device works, how to navigate the software component, and how to successfully sell the monitoring device to customers.

The Solution

KDG developed an online training course tailored to enhance the skills and competencies of Philips sales representatives. This comprehensive course focuses on various aspects, including customer listening, product positioning, differentiation, and effective communication skills. One of the beneficial features of this training program is its engagement factor, making it a memorable and enriching experience for the learners. Through the integration of multimedia-driven scenarios with narrative voices, the course effectively imparts best practices and encourages active customer engagement. By immersing learners in a variety of realistic customer interactions, the program helps them build the confidence and expertise needed to excel in real-world situations.

As a result of this training program, Philips sales representatives have demonstrated a significant improvement in their ability to handle diverse customer situations. They are now better equipped to address customer needs, showcase product features effectively, and engage in meaningful conversations. This newfound proficiency extends to an international sales force, as the training program has been translated and localized to cater to the specific requirements of multiple regions.

The impact of this training program has been meaningful for Philips. With the newfound skills and knowledge acquired by their sales representatives, there has been improvement in their ability to engage customers effectively, provide valuable insights into product positioning, and differentiate Philips products in a competitive market.