Training 1000+ Pharma sales force across country on new products in a single day

Company:

An Indian multinational conglomerate with presence across various sectors such as healthcare, life sciences and drug discovery.

Challenge:

Train and prepare a 1000 plus strong sales force across country to launch new brands inorder to revive their OTC business

Solution:

• Leveraged Tune’em as the comprehensive training ecosystem
• A big bang approach of delivering holistic training through diverse modalities on ONE day
• Delivery strategy: Assessment in Classroom Trainings and OJT, which was supplemented with a Knowledge Center as a repository for anytime learning. Social Learning through Leaders Speak where leaders could address and motivate them, and Employee Speak where the employees could contribute updates from the field. To address on-field queries an Ask Expert module was introduced
• 200+ videos developed in-house on product, process and sales policies

Result:

• 98% application adoption and usage
• High satisfaction scores
• Deep product understanding

Training & certifying 5000+ Manufacturing employees for improved dealer engagement

Company:

A German automotive manufacturer of luxury vehicles with 9 production facilities worldwide.

Challenge:

• No LMS customized for the Indian market
• A large extended and dispersed workforce to train

Solution:

• Leveraged Tune’em as the comprehensive training ecosystem
• Introduced Blended Learning to train its 5000+ workforce
• Delivered 500+ trainings per year against identified KPIs
• Completely digitized training management

Result:

• Marked improvement in process adherence, dealer development and overall brand performance
• Increased focus on Sales, After Sales and Revenue growth
• Company ranked #1 in car sales for 3 years in a row

Streamlining Sales process across vast network in the country for increased productivity & compliance

Company:

The only global company focused primarily on paediatric nutrition.

Challenge:

• No auditable event creation and management workflows
• No way of tracking sales reps visits
• No way to track customer engagement and response to product launches
• No training solution to keep the reps updated on the latest launches and innovations happening in the product - targeted to the Indian market

Solution:

• Leveraged Royce - our cloud-based mobile Sales Force Automation solution
• Provided the Consumer Goods company’s finance team with an easy-to-audit record of event expenses by creating events, obtaining proper documented approvals and uploading of necessary documents
• Garnered valuable insights by analyzing page and content view timing
• Assessed and analyzed reps’ knowledge levels, identified any gaps and enhanced their
• understanding of the company’s products, policies etc.

Result:

• Ensured adherence to visit schedules
• Improved accountability of sellers
• Tracked and increased productivity
• Streamlined processes
• Ensured compliance

Creating business impact in a leading FMCG industry through behavioral change

Company:

An American multinational company and one of the largest chocolate manufacturers in the world.

Challenge:

• An introduction of premium brands in chocolates and other higher unit priced product category called for a change in the sales approach
• To teach the new consultative form of selling, on-field sales coaching was needed
• Along with disseminating new learning, tracking the knowledge gained was critical for measuring progress

Solution:

• Leveraged Tune’em as the comprehensive training ecosystem
• The LMS tracked the knowledge gained in Classroom Training through tests and e-learning
• Scores given by the ASM during the on-the-job-training (OJT) were also mapped to further track knowledge transfer
• To check the business impact of the new training and the effect on the sales of premium products, tracking and mapping of bills cut, value sold and lines sold on daily basis, and based on the result action was initiated in terms of refresher or repeat OTJ

Result:

• 33% increase in sales of premium products
• The entire tracking chain was aligned to the Kirkpatrick model of training effectiveness measuring the four levels - from Impact to Knowledge Gain and Behavioral change up to Business Impact

Bringing focus to people development in a Manufacturing company

Company:

A leading Indian manufacturer of Speciality Chemicals and Pharmaceuticals with a global footprint.

Objective:

As the company started growing rapidly with multiple product line expansions and increasing workforce, training assumed significance across levels. They wanted a solution that could handle different formats of learning, tracking offline interventions and also handle specific templates and processes for skill building.

Solution:

• Leveraged Tune’em as the comprehensive training ecosystem
• Delivered Blended Learning with Classroom Training and e-Learning as two training modalities
• A training page showcased all interventions and contents mapped to competencies, job roles and divisions
• A skill matrix was used to assess practical knowledge through observations and enable recommended learning
• Clear indication of mandatory training with options to self-nominate for several other trainings as per their training need ensured each employee had continuous learning and skill development opportunities

Result:

• Desired training mandate was achieved successfully
• The growing workforce was trained as per the needs of the role across the organization

Delivering mandatory compliance programs for a Financial Services company

Company:

An investment and financial services company dealing in brokerage services, life insurance, general insurance, private equity and other investment-related services through subsidiaries.

Objective:

• Ensure all employees are trained on mandatory courses
• Flexibility in administering courses as the needs of the businesses were varied
• Integration to the directories was required for the masters

Solution:

• Leveraged Tune’em as the comprehensive training ecosystem
• Mandatory compliance programs, which had to be completed in the stipulated time frame, were easily assigned to all employees
• Leadership training for selected cohorts of the workforce was successfully managed
• Tune’em was able to handle frequent changes in content and formats
• Real-time tracking of scores was accomplished with the Reporting and Analytics module

Result:

Desired training mandate was achieved successfully

Onboarding a record number of retailers for a Fintech company through Sales Force Automation

Company:

India's largest mobile payment platform that facilitates safe and easy financial transactions to millions of Indians.

Objective:

For their ambitious plan of enabling utility payments through retail outlets across the country, the company needed a robust application that could assist their sales teams to approach, verify and onboard retailers easily

Solution:

• Leveraged Royce as the Sales Force Automation (SFA) platform
• For onboarding retailers, the number of which was in lakhs, the application started with a verified database
• The manifest of this was reflected on the mobile app of respective sales people per town/ district, which enabled the sale rep to approach the correct retailer, sell, convert and onboarded them with the correct documentation
• Once onboarded, a map of India showing a heat map indicating exact areas where retailer was onboarded with the transaction value served as a visual dashboard
• This real-time dashboard enabled the management to take informed calls on sales deployment in unrepresented areas or focus on areas where the transaction potential was not met

Result:

Within a short period the company onboarded 250k outlets as their retailers across India

Increasing customer conversions and agent productivity for an Insurance company

Company:

Among the world's leading insurers, it is present in 50 countries across the world.

Objective:

A relatively new entrant into life insurance, the company wanted to implement a mobile-based lead management system for their 3000+ insurance agent sales force based across different regions of India

Solution:

• Leveraged Royce as the Sales Force Automation (SFA) platform
• The application enabled the insurance agents to capture every stage and follow up with prospects for coverage
• The dashboards and reports were able to indicate metrics, which enabled the managers to advise their agents at appropriate stages
• Unique reports like the Tarot Card, which captured the number of leads for upcoming month with the potential and tracking them regularly, meant that the agents were following a planned course
• Another report, called Energy Meter, was published daily per agent allowing seniors to track and analyze peak days along with lag days
• The managers were able to identify agents who would meet the targets and help consolidate on gains as well those who were consistently struggling, giving them inputs or taking firm decisions about them

Result:

• Effective lead management and increased conversion of leads into opportunities and customers
• The company was able to achieve the targets in the agency business
• High performers were retained, thereby improving employee productivity

A pharma company’s journey of Digital Transformation leading to proven business outcomes

Company:

An Indian multinational pharmaceutical company that manufactures and sells pharmaceutical generics, formulations and nutraceuticals in India and globally.

Challenge:

For it vast talent pool of 10k employees belonging to different demographic origin, the company wanted:

• Attrition to be reduced
• Readiness should be quicker
• Training administrative man-hours to be reduced

Solution:

• Leveraged Tune’em as the comprehensive training ecosystem
• Induction & Onboarding: For a fresh user, learning begins from Day 1 as the platform organizes a clear path for the learner
• Competency development: Courses outlined competencies clearly for the learner
• Enriched learner experience: Blended and adaptive learning provided a personalized learning experience. Further, with all methods of learning getting delivered by single mobile/ web app, it became a go-to toolbox for learners to see what's planned for them and what they can demand to learn
• Different learning modalities: Instructor Led Training (classroom training), E-learning based, On the job Assessment, Micro – learning, Adaptive Learning, Blended Learning ensured well-rounded capability and skill development

Result:

• Attrition for primary high value SBUs reduced from 29% to 23%
• Days to become productive reduced by almost 25 paid days (from 32 to 8)
• Classroom days reduced from 15 to 11, along with the effort to manage logistics and execution of the same
• 50% reduction observed in refresher training as well
• New hire conventional induction method, which took 21 days for readiness, reduced to joining day (1 day)