How 3M Utilizes Video to Prepare Sellers for Success

With technical medical products and a clinical-heavy sales approach, the 3M Healthcare Business Group needed to ensure their more than 1,000 sales reps could deliver key messaging effectively. Requiring far more than a simple sales pitch, an integral part of their sales process involved reps having in-depth discussions with medical professionals covering not only product knowledge but the supporting scientific research. Challenges also grew as the competitive landscape changed when 3M faced patent expirations.

Attendees will learn how 3M implemented video-based practice and coaching technology at scale and how improvements in sales rep effectiveness has helped the organization navigate mergers and growth, competition, and manage and develop a remote workforce in an environment more challenging than ever before.