Case Study: Supporting hybrid customer access and selling

Even as Covid-19 restrictions eased, access to Health Care Professionals (HCPs) has remained very challenging. It has become clear that remote one-to-one selling alongside traditional in-person one-to-one selling requires sales professionals to be more flexible in the way they engage HCPs. Different skills and expertise are required to be effective.

CHASE developed “hybrid access” and “hybrid selling” workshops and committed to putting all CHASE contractors for our client through this training in support of their commercial efforts and in recognition of the need to quickly upskill during the period of time where in-person activity was severely restricted. CHASE delivered:

• 5 workshops with 25 attendees in 2021
• 6 workshops with 24 attendees in 2022

On the back of the success of these workshops the client requested that their headcount teams should also be put through the workshops.

The number of appointments booked by the teams per week has on average risen from 1 to 3.

The number of opportunistic calls has also risen significantly, with the team using more tailored, impactful opening statements as practiced during the training. In addition the sales professionals are:

• More assertive, resulting in more access to customers who have previously been seen 
• More confident in accessing and selling to HCPs remotely and face-to-face
• More confident on the phone and in person using impactful access statements remotely (see feedback below)
• More active ”listeners” and therefore better able to respond to HCPs questions