Elevating Sales Effectiveness at BD’s Annual Conference with Delta Learning

1. The Challenge:

BD, a global medical company, faced the challenge of reinforcing best practice sales skills for their commercial team to support the FY20 strategy and meet ambitious targets. With a diverse audience of nearly 400 across various job roles, BD sought a unique and impactful solution to fully engage and inspire action towards achieving team and organisational goals during their 5-day annual conference. The challenge was to create an experience that would surprise, excite, and motivate a large group while aligning with BD’s specific customers, processes, and overall objectives.

2. The Solution: Delta Learning’s Innovative Design and Collaboration:

BD selected Delta Learning to design, build, and facilitate an experiential learning event at their conference, focusing on meeting specific objectives:

• Highly Engaging Experience: Delta Learning designed an experience to surprise, excite, and motivate the large group. This included a mix of interactive elements to keep participants engaged throughout the day.
• Reinforcement of ‘Best Practice’ Sales Skills: The programme aimed to align the entire commercial team with the “BD Way of Selling.” To achieve this, Delta Learning developed 5 e-learning modules, 5 conversation simulations, and 3 instructional sales technique videos, providing a comprehensive and immersive learning experience.
• Relevance and Specificity to BD: The solution was tailored to focus on BD’s customers, processes, and overall objectives. A ‘dummy’ BD customer website was created to simulate real-world scenarios, enhancing the practical applicability of the training.
• Drive Commitment to FY20 Strategy: The programme incorporated elements to reinforce the core message of the FY20 strategy, ensuring that the training day served as a platform to drive commitment and alignment with the overarching organisational goals.
• Competitive Element: To accelerate engagement and replicate the competitive and time-bound nature of sales, Delta Learning incorporated a ‘real-time’ leader board displaying team scores and positions, fostering healthy competition and motivation.

3. The Impact:

The implementation of the Delta Learning programme resulted in significant impacts on BD’s commercial team:

• Enhanced Sales Skills: The combination of e-learning modules, conversation simulations, and instructional videos effectively reinforced best practice sales skills, aligning the entire commercial team with the BD Way of Selling.
• Increased Engagement: The interactive elements, including the competitive leader board and real-time scoring, contributed to high engagement levels among the participants, ensuring active involvement throughout the day.
• Commitment to FY20 Strategy: The programme successfully drove commitment to the FY20 strategy by integrating its core message into the training, aligning the team’s efforts with the broader organisational goals.
• Positive Feedback and Satisfaction: The innovative design and relevance of the programme garnered positive feedback and high satisfaction levels among the participants, creating a lasting impact on their approach to sales.

Benefits of Working with Delta Learning:

• Innovative Design: Delta Learning’s innovative approach, incorporating e-learning modules, simulations, and videos, provided a dynamic and effective learning experience tailored to BD’s specific needs.
• Tailored to BD: The programme’s customisation to focus on BD’s customers, processes, and objectives ensured that the training was directly relevant and applicable to the challenges faced by the commercial team.
• Real-time Engagement: The inclusion of a real-time leader board and competitive elements maximised engagement, replicating the fast-paced and competitive nature of sales, resulting in an energised and motivated team.

In conclusion, the partnership with Delta Learning not only met the challenge posed by BD but also delivered a highly impactful and engaging learning experience that left a lasting impact on the sales skills, motivation, and commitment of the commercial team. The innovative design and customisation demonstrated the transformative power of strategic learning solutions in a large-scale conference setting.