Case study
How Baxter meeting reps where they are helped launch products
faster and
drive more sales
All it took was a simple shift: bringing learning into the flow of SMS and MS Teams so reps felt more prepared.
19% confidence lift among reps
>95% satisfaction rates
Size
•
>60,000
Industry
•
Pharmaceutical, Medical Devices
Location
•
Deerfield, IL
Core impact
•
More sales, faster product launches
Reps impacted
•
> 1,000
The story
The client
With over 60,000 employees, Baxter is a global company helping pioneer what it means to prevent and treat disease. Their suite of products includes everything from medication to medical devices.
The challenge
Coming out of a global pandemic, Baxter knows how valuable being on the cutting edge in launching new medicinal products is for the business and the health of the world. With complex products and highly distributed sales teams, it can be a seemingly impossible task to train sales reps about new products and how to sell them - especially when the most up-to-date information might change monthly. New products can only be rolled out as fast as people know how to prescribe and sell them.
The solution and implementation
Baxter launched dedicated product and sales training courses over Arist, training sales representatives on specific selling methodologies and keeping representatives in a constant stream of messages that would keep them up to date on the latest product. The best part? Reps could all receive new content instantly right over SMS, WhatsApp, and Microsoft Teams, and it met their busy, travel-heavy job.
The impact
For employees
Sales representatives rated this new type of learning a 9.5 / 10 and felt on average 19% more confident in their ability to sell new products. Reps continually told the training team how easy and convenient this is because it meets them where they are, many being able to learn even while out making a sale.
For the L&D team
In addition to launching programs 10x faster than before, the learning team saw 90%+ completion rates and 95% satisfaction rates, which far surpassed past programs. Even better, sales leaders could proactively spot challenges with new reps and how they were understanding products, enhancing product rollouts. The L&D team felt they were a meaningful strategic partner to driving revenue.
For the organization
For Baxter globally, the average representative being far more confident in their knowledge of a new product, ability to sell, and having that information much faster, translates to a significant competitive advantage in their speed and ability to launch new products effectively.
—
“Reps really loved it. They kept telling us to put all their trainings on here because most of their time is spent traveling between clients or on their phones. They’d switch from texting a prospect to texting their learning." - Baxter Sales Manager
9.5/10
average experience rating
19%
average representative confidence lift in ability
10x
faster time to launch for the sales and product teams
Brent Bernier
AVP, Talent, MAPFRE
“
“
Explore
See more
client stories
Bring
real impact
to your people
We care about solving meaningful problems and being thought partners first and foremost. Arist is used and loved by the Fortune 500 — and we'd love to support your goals.
Curious to get a demo or free trial? We'd love to chat:
