Case studies
See the real-world impact the RESULTS™ can create for you and your key account teams.
Top 10 Global Pharma client
As as an outcome of the RESULTS assessment, the client found:
The Problem
Kamazing were asked to challenge and support a highly specialised team to find ways to enhance their ability to engage customers and inspire them to change prescribing behaviour.
The priority product for the client was performing below expectations, and the cross-functional teams were finding it difficult to engage customers in conversations.
An ‘omnichannel approach’ had been launched internally, and while there were signs of increased usage of non-traditional channels, the behaviour of the team was inconsistent.
Kamazing evaluated the mindset and behaviours of the cross-functional teams, with the aim of identifying ways to increase customer engagement excellence, and ultimately brand performance.
The RESULTS
We conducted a comprehensive RESULTS™ assessment. Our RESULTS™ system identified 3 key areas for the organisation to address: KPI alignment, customer engagement and purpose clarification.
When the team was reassessed the six months later, the client found that:
Product quarterly market share had increased from 19% to 22%
Quarterly sales growth moved from a static 2% to a growth of 11% in 3 months
Usage of omnichannel customer engagement tools increased from 25% to 83%
"This has been an exciting project to work on and we’re delighted to see the results this client has achieved. Running the next RESULTS evaluation and liaising with the client to match RESULTS to their capability frameworks is what will really get the best out of their people.”
Mark Jones, Chief Inspiration Officer, KAMAZING
Discover how to move your salespeople from ordinary to extraordinary…
European Life Sciences company
Following actions from the RESULTS assessment, the team saw an increase in sales performance:
The Problem
Our client, a European Life Sciences company, were under significant pressure to find a commercial advantage in a specialised, competitive UK market.
Having delivered additional skills training around omnichannel excellence, including virtual selling and KAM skills, performance was still not breaking through to the desired level. Sales and market share remained flat and customer access was proving difficult.
The RESULTS
By working with Kamazing and specifically investing in our RESULTS™ system, key behaviours (individual and collective) were identified for priority development focus, and a plan was created to address these.
Following a 6 month period of development (including support through the RESULTS™ academy), the client saw significant improvements in entrepreneurial behaviours. With this came an associated increase in sales performance:
MAT market share grew by 1.8%
Cash sales grew by 35%
The Kamazing team also identified critical behaviour strengths that were prevalent among the client’s top performers, providing a platform for these to be developed across the whole organisation.
“By providing the client with an opportunity to measure change in their development initiatives, they are able to look at how their internal resources match to their new developmental requirements. We’re looking forward to reassessment, where we’ll start to see some even more exciting results.”
Ian Robinson, Chief Delivery Officer, KAMAZING
Discover how to move your salespeople from ordinary to extraordinary…
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