Data-Driven Decisions Unlock Sales Potential: Achieved 3x Higher ROI (Case Study)
- Brandon Hall Group
- Learning and Development, Talent Management
Data-Driven Decisions Unlock Sales Potential: Achieved 3x Higher ROI (Case Study)
Novo Nordisk Spain partnered with BTS to develop and implement a data-driven sales training program that transformed how sales representatives segment and engage with healthcare providers (HCPs). The program used gamified simulations and real-world applications to help sales teams adopt a more objective, analytics-based approach to customer segmentation. This resulted in a 73% more accurate estimation of prescriber behaviors, three times higher promotional effectiveness with high-potential HCPs, and significantly improved resource allocation. The innovative program successfully shifted sales representatives from intuition-based to data-driven decision-making, leading to better customer targeting and improved business outcomes.
Novo Nordisk Spain earned a Gold award for Best Results of a Learning Program in the 2024 Brandon Hall Group™ HCM Excellence Awards.®
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