“In the pharma industry, particularly in its equipment and high complexity divisions, reducing purchase cycles and the rate of stalled opportunities is a must”.
Roche Diagnostics faced the challenge of reducing the purchase cycle, both in the public and private sectors, and gaining competitiveness in an increasingly complex business environment.
These issues affected its network in Latin America. After a consulting phase defining changes in their B2B sales process and choosing the most effective methodology to overcome challenges, we trained their sales executives and managers in 14 countries of the region.
The program allowed them to complement the role of technical experts with a significant dose of consultative sales practices specific to the complex healthcare environment. They enhanced their capabilities to manage complex accounts and high-demand interactions, moving beyond relying solely on technical expertise and growing in commercial drive.
ACHIEVED RESULTS
- 23% reduction in the purchase cycle.
- Accelerate opportunities in the pipeline.
- Common language across countries to facilitate regional account management.
- Methodology beyond individuals, which becomes a distinctive feature at Roche Diagnostics.
