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Approval rating from sales reps
Content easier for reps to consume
Top-down engagement with the platform
Reduction in onboarding time
Drastically reduced administrative time
Integrace Health’s sales readiness platform was largely underutilized, failing to be accepted by sales, from management down to reps. To complicate things further, Integrace acquired a new business that was not as mature as other company areas. These factors led to inconsistency in sales enablement initiatives across the organization.
Using Mindtickle, the Integrace Health team implemented a program to support every sales team member. Integrace leveraged Mindtickle to improve adoption and everyday use by introducing a new certification program and manager dashboards. This gave leaders needed insights into their team performance to drive learning and gather ongoing feedback on progress.
Integrace Health is a leading healthcare company in India, offering innovative solutions in orthopedics and gynecology. Ranked 71 among the top 100 pharmaceutical companies in the country, Integrace specializes in the management of musculoskeletal disorders, pain management, and women’s health.
HEADQUARTERS:
India
INDUSTRY:
Information Technology
COMPANY SIZE:
500 – 1,000
HEADQUARTERS: India
INDUSTRY: Pharmaceuticals
COMPANY SIZE: 500 – 1,000
When Shukre joined Integrace Health, the company was still a startup, and he was the first person to have functional responsibility for sales training. Integrace Health had already implemented Mindtickle in one of its divisions, but the platform was not utilized to its full capability and lacked consistency.
Shukre knew that, for success, his sales enablement initiatives needed to be adopted at all levels of the sales hierarchy. “Sales will always have resistance to something that is not going to directly influence their outcome. Rather than go through each rank of the sales hierarchy, I started developing champions with the division heads first,” he said.
This was not easy, given that some parts of the organization relied on WhatsApp groups and presentations of 60+ slides to train their sales teams. Shukre focused on ensuring leadership understood the extensive features and value of the Mindtickle platform and how to apply it to facilitate more engaging field communications.
During this time, Integrace Health had also acquired a new business focused on women’s health, that was not as sophisticated in its controls and behavior as other parts of the business. This created inconsistency across enablement initiatives in the organization
Integrace Health implemented an Annual Operating Plan (AOP) that included several key requirements with implications for sales training. One of these was taking a scientific approach and building skill sets at three levels: sales reps, first-line managers, and second-line managers.
To ensure these parameters were met, Shukre first needed to make sure everyone knew how to use Mindtickle properly so that the platform could then be used to build their technical skills. To achieve this, he familiarized people with the Mindtickle platform by introducing an induction model for all users, including managers; creating a dashboard shared with frontline managers; certifying users on Mindtickle after viewing videos, a demo, and a guide on the platform; requiring each person to spend at least 30 minutes on the platform each day, and educating marketing personnel on how to ensure all enablement content is straightforward to consume.
Obliging managers to use Mindtickle was a stroke of genius. “Now that managers are driving enablement for their teams, Mindtickle adoption has skyrocketed,” Shukre explained.
The manager’s Mindtickle induction involved a high-level walkthrough of the platform, including the various modules to drive learning, engagement, and communications. It also discussed the importance of Missions reviews and how to conduct them. Managers were then required to complete mock-up modules over the next week and asked to provide feedback.
Mintickle’s virtual readiness platform also enabled sales reps to understand and practice sales pitches and review audio clips with product details available at any time. New hires are provided with multilevel onboarding content to build comprehensive knowledge about the organization, like IT assets, escalation matrices, and appraisal processes. As knowledge increases, the individual progresses to the next level of content.
“I like Mindtickle because it’s easy to use and I feel like I’m using a platform that will really help my learners instead of stressing them out.”
Shripad Shukre
Sales Training Lead, Integrace Health
These sales readiness initiatives have made a significant difference to Integrace Health. Originally Shukre expected to onboard new hires in 22 days, but now onboarding takes just five days. “I’ve even reduced my administrative time drastically. Because the framework I’ve built is repeatable, anyone joining the company needs to be assigned to their team to start receiving the relevant programs on Mindtickle. Previously, I would have had to recreate these onboarding frameworks for each new cohort,” he explains.
Looking forward, Shukre is focused on several initiatives that will allow him to continue to develop and optimize enablement programs by providing tangible data and results. These include:
“It’s a win-win situation. Not only are we reducing expenses, but also saving time for the participants and enablement as well.”
Shripad Shukre
Sales Training Lead, Integrace Health
Menemsha Group is no longer offering training as an “event;” instead, it takes a completely outcome-driven enablement approach. Some of its clientele were hesitant about this new approach, as they were already leveraging other training libraries available to anyone for free online. “It’s great to have a massive library of content, but you’re basically telling your salespeople that it’s okay for them to adopt anything they want,” said Fisher, “Part of an enablement platform is to get everybody on the same page with the same message following a common methodology.”
By delivering a platform that tracks key competency development, Menemsha Group’s clients can establish benchmarks for what good looks and sounds like, empowering employees to take skill-building into their own hands. Furthermore, preaching the importance of ongoing engagement via Mindtickle to truly impact performance, Fisher is positioning himself as a thought leader in his industry and differentiating Menemsha Group from its competitors.
We began all of this with a defined governance model and operational processes, executive buy-in and champions across the company, metrics to map back to, and a plan to ensure adoption would be seamless. Without taking these initial steps — and, of course, Mindtickle powering Splunk Coach — Splunk wouldn’t have been able to attain a culture of coaching.
Krishna Saw
Director of Digital Transformation & Adoption
Since the initial launch, Unisys has started developing programs for bootcamps, product launches, and messaging training. They launched a new remote selling initiative that uses coaching and role-plays. Some individual teams have adopted the platform for team-specific training, and have used “Race to Hutto” content to introduce new Unisys employees to the Mindtickle platform.
A key part of its successful implementation has been the partnership with Mindtickle. For example, Mindtickle co-hosted one of the training team’s “Cup of Joe” biweekly sessions during the “Race to Hutto” launch, answering questions and providing tips.
Approval rating from sales reps
Content easier for reps to consume
Top-down engagement with the platform
Reduction in onboarding time
Drastically reduced administrative time
Leadership buy-in and engagement
Improvement in online training scores.
Optional section for a short summary of the video
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