Case Study #6

Wound care sales effectiveness assessment and training

WOUND CARE SALES AND MARKETING COMPETENCY DELIVERED

A multinational healthcare distributor entered the advanced wound care segment by licensing an innovative, best-in-class medical device for launch across nine markets. The portfolio’s veteran management team had deep experience across pharmaceuticals, device, and OTC, but neither leadership nor the organization had experience launching, marketing, or selling in the wound care space. They engaged Diligence Wound Care Global to help them build, implement, and sustain an effective wound care sales and marketing competency.

We assessed their organization’s needs vs. the market dynamics (which were different across the different countries), created “zero to hero” training assets, which we supplemented with live training certifications, remote support, and “train the trainer” competencies.

In addition to training on wound care products, we ensured that company executives were given a strong command of wound healing, complex diagnoses, and effective treatment (in addition to the client’s products). We also worked with the teams to understand the wound care ecosystem, including clinical operational, administrative, financial, and patient/caregiver considerations that can affect care, outcomes, and product usage–and to offer innovative solutions from both within and outside of the client’s portfolio to establish the client as a reliable, long-term partner for stakeholders and key opinion leaders (KOLs).

In the next phase of the engagement, we created video tools to effectively onboard teams and reinforce the materials, as well as underscore key components of the sales cycle as it pertains to wound care stakeholders and solutions. Additionally, we regularly traveled to each new market, developing competencies and supporting product launches. Finally, we continue to provide ongoing strategic and new product / portfolio planning advisory to the executives leading the division.

Do you need to build a wound care business development, marketing, or sales competency? Might your organization’s orientation and development program benefit from a refresh and possible relaunch?

Are you planning training for an upcoming quarterly, annual, sales leadership, or new hire meeting in the wound care, regenerative medicine, or related industry?

Would one or more members of your business development team or leadership find value in a consultation or sales ride-along with an experienced wound care customer to assess their relative strengths and areas of improvement?

Contact us to discuss how we can build, develop, and sharpen your wound care business development, sales, and marketing engagement and effectiveness.

Tell us your unique wound care business situation.

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