Veracyte Sharpens Its Approach to Sales with Digitized Readiness Programs
公司规模
200-1,000
地区
- America
国家
- United States
产品
- Genomic tests
技术栈
- Digital Sales Readiness Programs
实施规模
- Enterprise-wide Deployment
影响指标
- Brand Awareness
- Productivity Improvements
技术
- 应用基础设施与中间件 - 数据交换与集成
适用行业
- 医疗保健和医院
适用功能
- 销售与市场营销
服务
- 培训
关于客户
Veracyte is a pioneering genomic diagnostics company that provides trustworthy and actionable answers to improve patient care. The company has created seven genomic tests that transform the diagnosis of thyroid cancer, lung cancer, and idiopathic pulmonary fibrosis. Veracyte's customers include physicians and healthcare specialists. As they scaled, Veracyte grew their sales team over five times in size to support multiple product launches and market demand. While two sales trainings or onboardings a year used to be enough, the company held four sales training classes in the first half of the year to meet the need of roughly 40 new sales hires.
挑战
Veracyte, a genomic diagnostics company, faced challenges in rapidly rolling out detailed technical knowledge and sharp messaging for multiple product launches. The company's sales team was growing rapidly, requiring targeted content for both new hires and ongoing content for the existing sales team. The offline training content was hard to update and lacked a mechanism to track review, retention, and fluency across a growing team with diverse tenure. As Veracyte scaled, they grew their sales team over five times in size to support multiple product launches and market demand. The company held four sales training classes in the first half of the year to meet the need of roughly 40 new sales hires. The traditional manual management of sales onboarding and ongoing training with PowerPoint presentations and folders filled with technical information was no longer practical to deliver training effectively.
解决方案
Veracyte decided to digitize their sales readiness programs for training. They created bite-sized, focused learning programs available in various formats – including video and audio – for increased relevance, convenience, and engagement. The learning was reinforced with quizzes and assessments. The sales team could access enablement programs and content on mobile – anytime, anywhere. The readiness modules included video and audio programs from subject matter experts, best practice examples of how core messages and probing questions can be delivered, and the ability for field sales to refer back to any material whenever and wherever there is a need. MindTickle allowed Veracyte to focus their readiness programs so individuals only see the modules they need.
运营影响
数量效益
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