Custom Solutions for Multinational Leader in the Biopharmaceutical Market

Industry: Biopharmaceutical
Number of Employees: 22,000
Challenge:
Leveraging DiSC^® in a unique deployment scenario that caters to the multinational audience.
Solution:
Creating multimodality training and sustainment materials to support global corporate sales initiatives.

Better engagement, better patient outcomes

As a multinational leader in the biopharmaceutical market, this client provides innovative therapies and medicines help to prolong or even save lives. With such a great responsibility, this client is committed to the people they serve, which is what drove them to invest in employee development to deliver results quickly, efficiently and compassionately.

This client wanted to strengthen their field representatives’ customer engagement by leveraging Wiley’s Everything DiSC^® Sales assessment. Our custom solutions team provided guidance on the best way to implement the training to enable the client’s sales team to understand different buyers’ styles and apply that knowledge toward successful transactions.

The DiSC^® assessment’s resulting profile would provide insights into buyer behaviors and preferences, enabling the field representatives to better diagnose and leverage their own natural selling styles to align with customer needs, expectations and buying styles. The overarching takeaway being: Not all buyers are the same and you must recognize and adapt your style to theirs to build a mutually beneficial relationship.

With decades of experience in DiSC^® instrumentation, our team prescribed a thorough client-centric program that included prework with an online module and activity, an interactive webinar and an instructor-led training (ILT) deep dive into customer buying styles, as well as job aids and other supplemental materials to sustain participants’ learning after the training event.

SOLUTIONS EMPLOYED

• Everything DiSC^® Sales Profile
• Introductory Everything DiSC^® e-learning module
• Self-reflection activity focused on participants’ selling styles
• Self-reflection journal to track personal insights
• One-hour interactive webinar
• Four-hour deep-dive ILT

Successful interactions require an appreciation and consideration of different styles.

Just like the positive outlook they advocate for patients, the client looks optimistically to the future of the program. Following its well-received and successful pilot, the client envisions expanding the program beyond U.S.-based sales personnel and extending it to medical and account managers. This global rollout will promote a universal selling mindset across the organization to meet corporate goals. As a committed training partner, we plan to provide continued support by gauging success and adapting approaches as needed.