Partnering with Sales Representatives for a Product Launch
Core Work: Sales Excellence Program | Duration 4 Months
(Please note: For confidentiality reasons we don't mention client names in any of our case studies)
A breakthrough product in the obesity market
A Global Healthcare Company, prepared to launch a breakthrough product in the obesity market. A new product, in a new market.
This led them to strengthen the capabilities of their Medical Representatives.
The goal: Equip them with Key Account Management (KAM) skills to drive consultative selling in a complex healthcare ecosystem.
New product, new market
Launching a new product in a highly specialised and competitive market required more than standard sales training. They needed their teams to:
Move from transactional to consultative conversations.
Build long-term relationships with key stakeholders.
Demonstrate confidence in positioning the product’s value amidst sensitive healthcare dynamics.
The ARC Way
This journey was a classic example of a minimum intervention, maximum impact initiative.
The journey began with a book club/pre-workshop engagement. This acted as a primer to get the participants thinking like an expert. Operating from a space of knowledge.
Followed by the KAM Excellence workshop, which included over 160 participants. The themes that were covered:
Prospecting and Fundamentals
Account Planning
Long-term relationships
Result orientation
““Thanks for the impactful three days of learning, Adi. Personally, I would like to compliment you for the amazing work ARC is doing for us. I had a handful of learning experiences as a facilitator too. Convey our wishes and compliments to your entire team. All the best wishes to your entire crew and team ARC for scaling many more heights.””
Specifics that brought them closer to the goal
Key enablers of the shift included:
FABE model role plays to refine persuasive conversations.
Elevator pitch preparation for crisp, impactful messaging.
Scenario cards that helped participants practice real-world situations.
Very specific SMEs were chosen for this workshop; they had a lived experience in this field.
Prashant
Executive Coach (ACC Trained) | Leadership Development | TEDx Speaker | Author | Podcaster | Enabler
Sumeet
L & D Specialist | Education Enthusiast | Organisation Development Consultant
The impact was both immediate and measurable:
₹50 Crore revenue generated in the very first month of the product launch.
Teams displayed stronger KAM discipline and consultative selling behaviours in client interactions
