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Janssen India cuts rep ramp time in half with Mindtickle
Technology Category
- Platform as a Service (PaaS) - Application Development Platforms
Applicable Industries
- Pharmaceuticals
Applicable Functions
- Sales & Marketing
Services
- Training
The Challenge
Janssen is a leading pharmaceutical company with a significant presence in India, contributing $900M USD in annual revenue. The company's sales representatives need to have in-depth knowledge of complex product offerings. However, ensuring that the reps always had the necessary training and information was a challenge. The learning and development team, under new leadership, recognized the need to modernize their approach to sales enablement and coaching, with a greater emphasis on digital learning. Before the implementation of Mindtickle, all rep training at Janssen India was conducted face-to-face or via video calls, with no on-demand training available. The material required to train reps was owned by multiple teams: learning and development, marketing, and medical affairs. Any attrition on these teams would lead to a disruption in the training material as well as the training schedule. Sales reps, especially newer ones, struggled to navigate the system to find what they needed.
About The Customer
Janssen is one of the top pharmaceutical companies in the world, known for its portfolio of groundbreaking medicines, ranging from oncology to neurology, and the development of the COVID-19 vaccine, among other innovations. Its India operations contribute $900M USD in annual revenue. The company has a sales force of over 600 representatives in India. These sales reps need to have in-depth knowledge of technical, complex product offerings. The company's learning and development team is responsible for ensuring that the reps are always ready to sell. The team was under new leadership two years ago and realized the need to revamp and modernize their approach to sales enablement and coaching, with a greater emphasis on digital learning.
The Solution
In 2018, Janssen implemented Mindtickle across its entire sales force in India, modernizing the company's approach to learning. The platform is used to deliver and coordinate all aspects of rep learning, including onboarding, ongoing training, assessments, and coaching. Janssen also relies heavily on Mindtickle's analytics and insights to understand the learning needs of sellers and ensure the content provided by the learning and development team continues to align with those needs and drive business outcomes. The company built their award-winning onboarding program, Nirmaan Academy, on the Mindtickle platform. With Mindtickle, Janssen can deliver all onboarding content and bite-sized learning to over 600 sellers on the go, both via desktop and mobile. This ensures reps are ready to sell faster. Janssen also uses the data and analytics in Mindtickle to create an engagement index, which analyzed each seller's participation in the platform, based on five parameters. This has enabled Janssen to adjust their learning and development interventions to try and change behavior and, in turn, improve sales performance.
Operational Impact
Quantitative Benefit
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