Competitive markets keep us business owners and leaders on our toes. Managing a sales team in a competitive market is an even crazier feat. Yet, it's not impossible. A little bit of upskilling and training can take teams that operate in shifting markets from the bottom to the top quicker than you'd think.

For example, a mid-sized pharmaceutical company in Connecticut prides itself on its dedicated sales team. However, leading a sales team in the healthcare industry comes with its own challenges, like shifting policies, building trust with healthcare providers, and maintaining resilience in a very demanding environment. Recognizing the need to overcome these issues, the company partnered with GettaMeeting.

The Problem

Sales team leader Chris noticed that his employees were being stretched too thin. The cause of this boiled down to:

• High-pressure situations: The team frequently faced quotas and rejection. 
• Regulations and compliance: The strict policies in healthcare added a layer of complexity to the sales process.
• Relationship building: Establishing trust and rapport with healthcare professionals during long sales cycles was difficult. 
• Team morale: Keeping the team motivated and engaged over time was becoming nearly impossible. 
• Adapting to change: The fast-evolving market trends, technology, and healthcare regulations made it hard for the team to stay ahead.

Despite their dedication and hard work, the team felt overwhelmed. Chris needed a solution that would not only boost performance, but change how the team operated in high-pressure situations. 

The Solution

Chris chose GettaMeeting’s Overcome Obstacles: Golf Game for Business and Life module from the Team Building 3-Pack series. This module uses golf as a metaphor for business, delivering actionable strategies to address obstacles while fostering growth and resilience.

Implementation Highlights

1. Engaging Video Training: The sales team participated in a plug-and-play video session led by facilitator Trinda East, which featured strategies for overcoming challenges with optimism and focus.
2. Hands-On Enhancements: To build on the training, the team engaged with curated enhancements including team-building activities, book club recommendations, a playlist, interactive discussions, and much more. These enhancements not only reinforced the meeting content but also promoted collaboration and fun. 
3. Tools for Resilience: The module focused on developing critical skills such as emotional control, adaptability, strategic planning, and mental toughness under pressure. 
4. Common Language and Goals: Through shared experiences during the training, the team started developing a collective mindset for handling obstacles, enabling better communication and alignment.

Why It Worked

The golf theme resonated strongly with the sales team. It emphasized staying focused under pressure, preparing for unexpected changes, and maintaining confidence and discipline to succeed despite challenges.

Results

The partnership with GettaMeeting quickly delivered results. Here are the key outcomes Chris and his team achieved after implementing the Overcome Obstacles module:

1. Improved Sales Performance:

The team saw a consistent increase in sales numbers, exceeding their quarter target. This was attributed to better preparation, enhanced confidence, and sharper focus during long sales cycles.

2. Enhanced Client Relationships:

Armed with new techniques for effective communication, the team was able to foster deeper connections with healthcare providers. This led to stronger client trust and longer-lasting business relationships.

3. Greater Team Morale:

The upbeat and engaging training inspired the team to think creatively and approach challenges with positivity. This significantly boosted overall enthusiasm and collaboration during meetings and beyond.

4. Sharper Competitive Edge:

By applying the skills learned, the sales team began outperforming competitors. The focus on adaptability and problem-solving enabled them to pivot quickly when the market shifted, giving them an advantage.

"The module was a game-changer. It helped us tackle stuff head-on and also brought our team together. Now, we’re closing more deals!"

— Chris, Sales Team Leader

The Overcome Obstacles module from GettaMeeting proved to be a powerful tool for the team. By leveraging both engaging content and actionable strategies, it not only addressed immediate challenges but set the sales team on a path to long-term success. The team now operates with greater confidence, resilience, and camaraderie.

Looking ahead, Chris plans to integrate more GettaMeeting modules, including Optimize Performance and Strengthen Skills, to build on their success and refine their team’s capabilities even further. 

Want to achieve similar results for your team? Explore the power of GettaMeeting’s expert-developed modules today. Download a module now and start transforming your team!

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