The Challenge

The company presented a CLASS Study to the American College of Physicians and Surgeons on a drug used to treat osteoarthritis. It was intended to utilize the CLASS study to address the needs of the sales organization in successfully promoting the sale of the drug. The company organized a one-day meeting of the company's health specialists and field sales trainers. It was intended that the creation of an effective sales presentation be the outcome of the meeting.

The Solution

FKA Consulting provided facilitation and instructional design expertise to work with this group of approximately 30 health specialists and field-sales trainers. FKA Consulting worked collaboratively with the group to facilitate the preparation of a sales presentation to address the needs of the sales organization in successfully promoting the sale of the arthritis treatment drug.

The Results

The outcome of this session was the creation of a workshop-in-a-box, which Sales Reps then took on the road the following week in a sales blitz. This enabled them to be first-to-market in a fast paced and lucrative, but highly competitive, environment.