Modern Learning Journey –Evolution of the Annual Sales Conference

Shelly King

Manager, Sales Force Development

CooperVision

Shelly KingManager, Sales Force Development

CooperVision

• Manage L&D projects and programs for the sales organization

• Certified Learning & Development professional

• 15 years of regional and national sales experience in the Life Science industry

About CooperVision

• Leading global manufacturer of soft contact lenses and related products and services

• Offices and manufacturing plants around the globe

• Headquarter offices in Pleasanton, CA and Victor, NY

CooperVision Sales Training

• Sales Force Development Team• 5 team members

Responsible for:• 150+ Medical Device Reps in US + Canada• 25 Regional Sales Managers• Commercial departments that impact the sales organization• Global peers• Americas Sales Conference (annual meeting)• Plan of Action (mid-year meeting)

The Business Challenge: Annual Americas Sales Conference

• 200 sales representatives, sales leaders, and marketing attendees

• Multi-generational

• Varying levels of experience/tenure

• Rapidly changing industry

• Rely on the conference to:

• Introduce new business strategies to address these changes

• Refresh audience on updated sales processes and tools/refresh on differentiators

• Challenge skills and reinforce sharing of best practices

The Solution

• Enlisted help from Allego for technology, and GP Strategies for content development services to:

• Leverage modern learning to engage learners and ensure a productive and impactful Annual Sales Conference

• Equip the CooperVision sales force with the latest data, industry trends, knowledge, and skills for effective selling

• Prepare the Regional Sales Managers who would serve as the primary facilitators for the ASC workshops

A Phased Approach

Pre-Work – Self Study Preparation

Materials

In Class Workshop Materials

Sustainment Materials

Know and do prior to arrival

Ties directly to each respective workshop topic and objective

Builds on learning, reflection, and

activity from pre-work

Reinforcement of learnings from

workshop topics

New and evolving information

Deployed over the course of one year

Phase I: Pre-Work

• Playbook of industry information

• Pre-call planning worksheets on actual customers

• Videos

• Job aids

• Train the trainer for facilitators

Phase II: In-class Workshop

• Print materials distributed via Allego for facilitator prep and to reduce excess printing

• Interactive quiz game

• Videos

Phase III: Sustainment Plan

• Quarterly Sales Success Playbook

• Leader deployed sustainment materials

Success with Allego and GP Strategies

• Most sales reps reported feeling much more educated and prepared for complex customer conversations

• Some sales reps felt very uncomfortable with the amount of account specific learning & role play, however…• There was more sharing of best practices than prior

meetings

• It set the stage for future meetings where we have continued to adapt and innovate with great success

• We are seeing the results in skill level and business

Implementation and Best Practices

• Executive sponsorship is crucial

• Involve sales leaders early

• Pre-work is a requirement – communicate it early & often

• Prepare your sales team for a certain level of discomfort – but also FUN!

What’s Next for CooperVision?

• We’ve already evolved our sales meeting yet again, using a live microlearning approach to enhance engagement even further

• Sustainment learning with Flash Drills

• Message mastery using coaching and feedback

How Else Do We Use Allego?

• Other examples of how we have evolved our use

of Allego to meet the needs of the organization:New Hire Onboarding

New & Reinforcement Training

Modeling Conversations

Certifications

Regional Support

Questions?