Case study


Training your remote sales teams. Video conversation simulations.

As sales jobs become increasingly digital, remote sales positions are on the rise. Medtronic, world leader in technologies, services and solutions for the medical sector, is also seeing its sales methods evolve.

To train its sales representatives, Medtronic used the conversation simulator to immerse them in two videoconferencing situations:

  • 1st remote contact with a customer (surgeon).
  • Following a 1st call with a customer who was using the full range of the Medtronic portfolio in her previous position, the surgeon agreed to arrange a 2nd call with the purchasing manager.

The two video conversation simulations focus on 3 pedagogical objectives:

  • Ability to articulate a coherent message when positioning the value proposition of the distance selling approach.
  • Ability to handle objections, based on CPR methodology.
  • Ability to get customers to express their real needs.

Target : remote sales teams in the EMEA (Europe Middle East & Africa) zone
: video (videoconference type)

In March 2023, this project won an award in the "Evaluation and Implementation" category of the Digital Learning by FEFAUR trophies.

One of the success factors of this collaboration is the project management behind it.
Xavier Voilquin