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Moving the Needle in Highly Competitive Therapeutic Areas
How do you grow your brand in highly competitive markets? The answer is deceptively simple: Find out what your best people are already doing to compete and win in your therapeutic area and then train the rest of your sales force to do the same thing. Yes, it’s that simple. And Quantum can show you how. It starts with doing blinded field rides with both top and middle performers to identify the specific behavioral differences between those salespeople who are good, those who are great, and those who are breathtaking.
Secret Sauce: Once you’ve identified those pivotal behaviors that drive growth, elevate your competitive effectiveness by focusing on achieving mastery of those behaviors across a 20-month arc. Why 20 months? Because deep expertise and competitive power take focus, persistence, and drive. Most companies never pull through their training. They jump from thing to thing to thing. Want to crush your numbers and leave your competitors in the dust? Call Quantum. Scroll down to learn more.
Elevate Sales Force Effectiveness
Through Competitive Selling
This biopharma case study shows how Quantum’s approach changed this brand’s future in just 12 months. Before elevating the sales force with competitive selling, physician-assessed rep-quality metrics were next to last: 5th out of 6 competitors. But worse, the average rep was painfully below plan: Only 96%-to-goal. Few were making bonus. The sales force was feeling beat-up and morale was super low.
After 12 months of Quantum’s approach, we successfully moved the needle: Quality metrics set new standards of excellence, jumping from 69 to 91 on a 100-point scale. The sales force got its swagger back and crushed their numbers: 121%-to-goal on average. Most reps got bonuses. And market share hit an all-time high for the brand.
Independently assessed by ZS Associates in blinded interviews. N=50
How to Grow Your Brand by Challenging the Status Quo
Challenging the Status QuoTM
A Research-based Approach to Delivering Growth for Brand Teams, Sales Leaders, and Learning & Development Professionals Selling Biologics, Pharmaceuticals, or Medical Device Products.
What is Challenging the Status Quo and Why Does it Matter?
Challenging the Status Quo is a simple process for getting the physician, and other key stakeholders along the continuum of care, to think and act differently about how they approach treating patients with your brand. It involves sharing new insights, asking compelling questions that get the healthcare provider to think in new directions, and then cementing that new perspective into concrete and meaningful commitments to write your brand for the appropriate patients. It’s simple, it’s powerful, and it works. How do we know? Scroll down to learn more.
Better Behaviors Deliver Better Outcomes
Before Challenging the Status Quo only 2 of 7 Customer Engagement Behavioral Drivers were significantly higher than competitors. After Challenging the Status Quo the total treatment experience significantly improved compared to competitors. 6 of 7 Customer Engagement Behavioral Drivers were significantly higher than competitors as independently measured by a neutral 3rd party. Now sales training is focusing on closing the last gap: “Fully understands me, my staff, practice, and patient mix.”
How to Differentiate Your Products by Elevating the Way You Engage Customers
Reimagining the way you
When Apple needed a new selling model and a better way to engage customers they called Quantum because they wanted a research-based approach to engaging customers that was authentic, embodied their core values, and moved the needle.
Do you need to take your selling model to the next level? Call Quantum because we go beyond diagrams of PowerPoint slides to create behavior-based customer engagement models that deliver growth.
Why Elevating the Way You Engage Customers is Essential
Today’s treatment landscape is more complicated and competitive than ever before. Biosimilars, new classes of therapy, a changing payer landscape, and new stakeholders along the patient journey are rendering traditional selling models obsolete.
How do you engage the right stakeholders in today’s complex system of care, to simplify the end-to-end treatment experience and drive the growth or your brand?
Quantum Learning is the world-leader in developing research-based, behaviorally-anchored, customer engagement models across all customer-facing teams (commercial and medical affairs) that are proven in Kirkpatrick Level 3 and 4 Evaluations to move the needle.
Customer Engagement that Moves the Needle
7% Increase in 6 Months
This specialty sales force increased market share by 7% in just 6 months by integrating Quantum Learning’s behaviorally-anchored approach to customer engagement.