How to use the ESource L&D Expert
Assistant:
Turning a needs analysis into a
new way to train a global sales force
by Joe DiDonato, President of ESource AI University
In this hypothetical example, we explore how to use the L&D Expert Assistant, combined with an AI Sales Agent, to unlock new possibilities for your team. Our focus is to show you how these innovative tools can simplify tasks, boost training effectiveness, and significantly enhance sales performance on a global scale. The results? A game-changer with potential savings of $2.27 to $4.55 million from reduced training time and costs for a team of just 100 sellers, plus an additional revenue jump of $26.4 million through the AI Sales Agent’s ability to help sellers increase their sales pipeline by 60% and improve close rates by 20%. Together, these tools offer a combined financial impact of up to $30.95 million.
The Challenge: InnovaPharma’s Launch of MetaboMax
InnovaPharma, a newcomer in the pharmaceutical industry, is preparing for the worldwide launch of MetaboMax, a groundbreaking treatment for obesity and metabolic disorders. With its proven effectiveness and strong safety profile, MetaboMax stands out in a competitive market. However, a global launch is no small task, and InnovaPharma needs to equip its salesforce with the right knowledge and skills to succeed.
The solution? Leveraging the L&D Expert Assistant and the AI Sales Agent to streamline the entire training process and provide ongoing on-the-job support. These tools ensure that the global sales teams are fully prepared to exceed expectations and drive significant revenue growth.
How the L&D Expert Assistant and AI Sales Agent Transformed the Process:
Step 1: Streamlining Data Collection and Needs Analysis
InnovaPharma kicked off the process by uploading key materials—clinical trial data, interviews developed by the Assistant that were used with key medical experts and key sales team leaders, local country regulations on drug usage, marketing strategies, and competitive insights—into the L&D Expert Assistant. The Assistant then analyzed everything, condensing what would traditionally take weeks of manual effort into just 3 to 5 days.
Step 2: Customized Assessments
Next, the L&D Expert Assistant designed customized assessments specific to the needs of each regional salesforce. These assessments were completed in 2-3 days compared to several weeks using traditional methods, ensuring that every salesperson was tested on the most relevant knowledge in their markets.
Step 3: Personalized Learning Tracks
Once assessments were complete and analyzed, the Assistant created personalized learning paths for each team member, targeting their unique skill gaps. This approach cut training time in half—reducing what typically takes 2-4 weeks to just 1-2 weeks. Plus, the mix of e-learning, role-play, and simulations ensured each salesperson received exactly what they needed.
Step 4: AI Sales Agent as an On-the-Job Training Tool
To further enhance on-the-job training, InnovaPharma deployed an AI Sales Agent as a leave-behind tool for sellers. This AI Sales Agent could be easily installed on sellers' computers and phones, providing them with real-time answers to questions about MetaboMax, including its competitive positioning. More importantly, the AI Sales Agent was specifically programmed to help sellers overcome objections that prospects frequently raised, ensuring that sales reps were always prepared in crucial conversations.
(Industry statistics suggest that a corresponding pipeline increase of 60% and a close increase of 20-30% occurs when top objections are overcome.)
The AI Sales Agent acted as an invaluable on-the-job training tool, supporting sellers in their day-to-day activities and improving their ability to close deals by addressing common objections. This tool ensured continuous learning and real-time support during live sales conversations.
Impact: Faster Training, Stronger Performance
Time Saved
By focusing only on what each person needed, InnovaPharma dramatically
shortened training time, allowing their salesforce to hit the ground running
and get back to selling faster. This helped to avoid lost selling time due to extended training times caused by a "one-size-fits-all" training venue.
Retention and Job Satisfaction
Sales reps felt more engaged and motivated thanks to this customized training.
The reduced training time lowered frustration and burnout, which in turn led to
a higher retention rate.
Sales Quota Achievement
Armed with targeted skills and supported by the AI Sales Agent, sales reps were
better equipped to communicate the benefits of MetaboMax, increasing their
chances of hitting sales targets.
Financial Impact: The Numbers Speak
Here’s where it can get potentially exciting. By using the L&D Expert Assistant and the AI Sales Agent, InnovaPharma stood to save between $2.27 million and $4.55 million on this launch alone simply by reducing training time and related employee costs. The additional value from the AI Sales Agent only further amplifies these savings.
Sales quota savings: By reducing training time from 20 days to as few as 5 days, InnovaPharma saved between $20,000 and $40,000 per salesperson.
Employee cost savings: Cutting down training time also lowered the costs associated with employee salaries, amounting to savings of $273,600 to $547,200 for 100 employees.
In addition to these savings, the AI Sales Agent was projected to increase the sales pipeline by 60% and improve the close rate by an additional 20%, leading to even higher revenue generation. That increase is based on overcoming prospect or client objections and unfavorable competitive comparisons. The AI Sales Agent provides “on the spot” answers to objections and misinformed competitive comparisons.
Revised Financial Summary with AI Sales Agent
In addition to the savings from reducing training time and employee costs, the AI Sales Agent introduced new revenue potential:
Sales Quota and Revenue Impact:
Original Sales Quota per Salesperson: $1,000,000
Projected Pipeline Increase: 60%
Resulting Pipeline Value: $1,600,000 per salesperson (based on 100 salespeople)
Closed Business Improvement: 20% increase in closed deals due to effective objection handling and addressing inaccurate competitive information.
Projected Additional Closed Business: 20% of $1,600,000 = $320,000 per salesperson
Total Financial Impact from AI Sales Agent:
Total Additional Closed Business: $320,000 × 100 salespeople = $32,000,000
The AI Sales Agent in this example not only served as a key training tool, helping reps in real time, but it also directly contributed to improving the sales pipeline and closing deals.
Total Potential Financial Savings and Revenue Generation
Combining the savings from reduced training time, lower employee costs, and the increased sales from the AI Sales Agent, InnovaPharma’s total potential financial impact for the global launch of MetaboMax could be as follows:
Maximum savings: $4.55 million + $32 million = $36.55 million
Minimum savings: $2.27 million + $32 million = $34.27 million
Conclusion: Revolutionize Your Training with the L&D Expert Assistant and AI Sales Agent
By employing the L&D Expert Assistant along with the AI Sales Agent, InnovaPharma not only optimized their training process but positioned their salesforce for greater success. The result of using the Assistant? Faster training, continuous on-the-job support, and sales reps who are fully prepared to crush their quotas. If you want to unlock similar results in your business, it’s time to consider the L&D Expert Assistant combined with the power of AI-driven on-the-job training tools.
RESOURCES:
Some of the tuning that would be employed in this example from the ESource L&D Expert Assistant which allows up to 97% reductions in development time and speeds up to 33x faster than traditional methods:
• New Course Development
• Managing Multilingual Training Programs
• Standardization Across Different Geographies or Business Units
• Adapting Training Programs to Different Learning Styles
• Needs Analysis Creation
• Job Aid Creation (Objection Handling & Competitive Data)
• Competency-Based Assessments
• Skill Gap Analysis
• Development of Micro-Learning Courses
• Creation of Personalized Learning Tracks
• Custom Chatbot Development
• Facilitating On-the-Job Training
• Encouraging a Culture of Continuous Learning & Development
Other Inherent Resources:
• Uploaded Webpage Data from HubSpot, Gong, and Others
• Privately Stored Intellectual Property
