what does quantum learning do best

What Does Quantum Learning Do Best?

Why Does it Matter?

It’s About Elevating the

Ability to Execute

It’s About Creating Impact

It’s About Moving the Needle

"What do we do best?

Reimagining Customer Engagement

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© 2014 Quantum Learning, Inc. 215-579-0540

Move Behavior to the Next Level.

Engage the sales force. Change habits. Move behavior to the next level. Engaging experienced sales people can be tricky. They’ve seen a lot and can quickly check out if your content isn’t directly relevant and engaging.

They want practical insights they can apply right away. No fluff and definitely no complicated models.

Quantum Learning is particularly effective at engaging and energizing both new and experienced reps. Our research-based content that is fresh, relevant, and insightful. So even experienced, skeptical, reps describe Quantum’s training as “the best sales training I’ve had in 14 years of sales.”

“Our reps are experienced ‒ that’s why we hired them. They have the selling skills, yet our data shows that we aren’t meeting customer’s expectations. They’ve fallen into some bad habits. And if we could change those habits, we could control our destiny.”

‒ Product Director, Specialty Pharma

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Reimagine Customer Engagement.

Reimagine customer engagement. Take control of the total customer experience. Apple is massively successful because they have taken control of the total customer experience to deliver more value and reframe the competition. We can do the same by doing a better job of managing the total experience of our products across every stakeholder that touches the patient. Quantum’s research-based approach to customer engagement can help you take control and massively improve the total customer experience of using your brand to achieve competitive advantage, and grow your business. Quantum Learning is a world leader in developing game-changing customer engagement models for some of the world’s most successful companies including, yes, Apple. If you’re looking for a better way to engage customers and grow the business, call Quantum.

“Our selling model is woefully out of step with today’s healthcare marketplace. We need to engage our customers differently than we used to. I want a better customer engagement model that our Senior Leadership Team will get behind and pull through.”

‒ VP Commercial Training Large BioPharma Company

Patient Practice Physician

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Reframe the Competition.

Launch new products & indications. Reframe the competition. A great message is not enough. You need the right behaviors to make sure that your message lands and the HCP sees the competition in a different light. Quantum delivers the right selling skills and behaviors for new product or indications like: •  Clinical acumen and social intelligence that result in higher levels of customer

engagement, •  Clinical credibility, and thought leader influence that help you shape markets,

and quickly establish your product/indication as the category leader. •  Competitive reframing, to make sure you not only effectively position your

brand, but reframe the positioning of your competitors in a way that compliantly and competitively points to your unique strengths.

“We work on taking customer engagement to a new level, but then we launch products the same way we always have.”

‒ DM Launch Training Champion, Mid-sized Pharma

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Make The Challenger Sale work in biopharma. Without alienating healthcare providers. The Challenger Sale holds great promise for transforming the competitive landscape. But it also raises a lot of red flags ‒ especially in light of declining physician access, no-see offices, and locked out institutions. The question is not: “How do we challenge the physician, or even challenge the status quo.” The question is: “How do we credibly re-frame how the healthcare provider views treatment in a way that points to our strengths and creates meaningful differentiation and competitive advantage.” Quantum has developed an easy-to-implement, but powerful approach to making The Challenger Sale work for your brand. It’s simple. It works. And salespeople will embrace it.

“Our sales leadership just read The Challenger Sale and believe that our reps are too relationship focused. Now they want the sales force to be Challengers. How do we make this B-to-B concept work in biopharma?”

‒ Training Manager Midsized Specialty

BioPharma Company

Making The Challenger Sale Work.

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Impact in the Field.

Deliver engaging instructional design. Impact in the field. The bottom line in sales training is simple: Can your people execute in the field, across a wide variety of healthcare providers, under very different conditions?

The goal is to make sure that your salespeople and their managers know how to: •  Establish clinical credibility •  Effectively position your brand •  Articulate what the appropriate patient looks like •  Identify barriers to adoption of your products at any point along

the continuum of care •  Deliver the right messaging and support in a clear, credible, and

compelling way •  Finally ask for the business

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Coaching with Impact.

Develop world-class coaches. Become world-class leaders. Quantum provides both salespeople and their managers with world-class leadership, coaching, and developmental insights for building high performing districts that consistently outperform their peers in territories of equivalent potential. We provide a variety of web, iPhone, and iPad-based coaching and pull-through tools both managers and reps use to measure and track improvement in the ability to execute, as well as address stubborn development needs. The result? Measureable improvements in performance.

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Connect the dots to achieve sustainability. Relentless pull through: the key to success. Sustainability happens when your system gels. Linking your systems into a unified whole amplifies your power. From new hire profiles to field contact reports, from your coaching process to iPad tools for pull-through and sustainability ‒ connecting the dots drives better outcomes Quantum does the heavy lifting to ensure that the skills and behaviors that drive sales performance are seamlessly integrated with all the key systems of your business. With Quantum as your strategic partner you can focus on the big picture. Because Quantum handles all the details of delivering a sustainable solution, the gap closes and you’re a hero.

“We run really great workshops here. And, unfortunately, that’s where it usually ends. We need sustainability and pull through if we are to move to the next level.”

‒ Senior Director, Sales Training, Specialty BioPharma

Company

Relentless Pull Through: The Key to Success.

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Hire Great People.

Simplify hiring Best-in-Class performers. Interview and selection just got easier. Hiring great people simplifies everything. How do you know if they have the social intelligence skills to engage the total office? How do you determine if they take initiative and are externally focused? How do you find out if they tend to make assumptions and go into “tell mode” or ask effective questions that challenge the status quo and activate the need to change? It’s a lot easier to hire for best-in-class behaviors than train to them. Quantum provides research-based, behaviorally-anchored, interview and selection tools to simplify the process of vetting candidates early so you can bring on board those candidates most likely to succeed.

“My Regional Directors and DMs spend so much time interviewing to fill vacancies and its’ still tough to tell who will succeed and who won’t.”

‒ National Sales Director, Large Pharma Company

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Quantum Learning’s Core Products

Best-in-Class Selling Behaviors 15 modules each covering a different best-in-class selling behavior. To learn more call 215-579-0540 and ask about our “Modulettes..”

Influence without Authority How do you influence others when you have no authority. This insightful workshop will show you how to identify another person’s motivators, define what you have to offer, and engage in an appropriate and ethical exchange.

Hiring Best-in-Class Performers Hiring the right people simplifies everything! This research-based process shows you how to do more effective behavioral interviewing around the key behaviors proven to drive sales performance in pharma and biotech sales. Managers only.

Making The Challenger Sale Work An easy-to-implement, but powerful approach to making The Challenger Sale work for your brand. It’s simple. It works. And salespeople will embrace it.

Launch Excellence Delivering a great message is not enough, you need the right behaviors to make sure that your message lands and the HCP sees the competition in a different light. Quantum’s Launch Excellence program will provide your reps with the skills they need to “crush it.”

World-Class Coaching From setting clear expectations to pinpointing developmental opportunities, providing developmental feedback and guiding development, this program will take for managers from good to great.

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Quantum Learning’s Core Products

The Perfect POA How do you fully engage the sales force with transformational content that will measurably elevate their ability to execute? Call Quantum and ask how we can help you become a hero by making your next big meeting or regional breakout ‒ the Perfect POA.

Customer Engagement Model Find out why Apple chose Quantum to custom-develop its customer engagement model for its education sales force covering kindergarten through Harvard.

Selling with Clinical Studies Do your salespeople struggle with selling with clinical studies? This powerful workshop will give your salespeople the skill and confidence to be clear, credible and compelling when selling with clinical studies.

Behavioral Research in Your Ecosystem What does it take to succeed in your unique business, market and competitive environment. Let Quantum do direct observation of your sales people in your customer’s ecosystem to identify the skills and behaviors that drive success.

Relentless Pull-Through & Sustainability iPad, iPhone and paper-based pull through tools that drive measurable improvements in the ability to execute best-in-class selling behaviors.

Selling in Hospitals & Institutions Selling in a large account is about building a stronger team of champions, advocates and users than the competition. This powerful program will show you how.

How Do You Know We Move The Needle?

Fact: 7% Market Share Growth in 6 Months

Neurology Field Force After 6 months, Quantum-trained specialty representatives achieved significantly higher market share in a highly competitive neurology space compared to peers who did not receive Quantum training in territories of equivalent potential. N=50 in each arm of the study.

Peers in territories of equivalent potential who received no

additional training.

Quantum-trained reps grew share by 7 percentage points in 6 months compared to peers.

Fact: 1.25% Market Share Growth in 5 Months

Cardiovascular Field Force This study with a top 10 pharmaceutical client showed that in only 5 months, Quantum’s approach resulted in an increase in market share of 1.25 percentage points in the intensely competitive cardiovascular space, which translated into just over $256 million in incremental revenue.

We Know How to ""

Change Physician Perceptions

Fact: Physicians Rate Quantum-trained Reps Higher in Quality

Who is the gold standard rep for this class of products? In this study, 500 primary care reps participated in Quantum training, and 500 served as control. After 3 months, 50 physicians were interviewed in a double-blinded fashion. The interviewers did not know whether they were interviewing a physician called upon by a Quantum-trained rep or control. Quantum-trained reps were more than twice as likely to be named the gold standard representative than the control group.

% of physicians who chose rep ‘X’ as the best rep among all those who promote class products

Big Change Can Happen Fast

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Fact: Quantum Training Doubles the Number of "Best-in-Class Performers in 5 Months

Ability to Execute Best-in-Class Behaviors In March, only 23.7% of reps in this cardiovascular sales force were executing at a level 4 or 5 on Quantum’s behaviorally-anchored rating scale. By July, 56.1% were consistently executing at a Best-in-Class level of 4 or 5. As a result of Quantum’s training, this client was able to double the number of Best-in-Class performers in only 5 months.

Good Great Best-in-Class

%

Level 4,5 23.7 %

Level 4,5 56.1

Give Quantum a Call A Research-based Approach to Growing Your Business

Jill Fenton, President 215-264-5455 [email protected]

what does quantum learning do best

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