MEDICAL DEvICE
compress their business processes,
which can in turn deliver a more
competitive mindset.
We Saw the Future, And Now
We’re Starring In It
Taking all this into consideration,
we focused on finding a solution
that could optimize role play’s value, while at the same time meeting
the wants of learners, specifically
mobile video. The solution would
also need to provide for more valuable role play feedback to ensure
positive reinforcement for correct
behavior, and developmental feedback for incorrect behavior.
We were fortunate from a timing
standpoint to be exposed to a new
technology tool becoming known
as mobile video role play. We
immediately knew this technol-
ogy had the potential to be game
changer for optimizing the value
of role play. As we gained expo-
sure to the products available in
the market, we selected the mobile
video sales learning platform from
Allego.
This platform was rolled out to
about;200;sales;reps;throughout
our organization. The most common use cases for mobile video
at Medtronic include product
launches, certification, global
messaging rollout, and rep and
manager coaching. The solution
allows reps to continue practicing
using video role play, review and
critique themselves, and enables
them to receive remote coaching in the form of point-in-time
feedback from their managers.
Managers can give assignments to
their teams, share relevant content,
and offer the coaching needed
to ensure consistency and better
message delivery. Furthermore, the
solution allows managers to curate
examples of what good looks like
from top performers and share
them with the entire team.
TRP vs. MVRP: Feedback from
Our Learners
As the team got up and running
on the new mobile video platform,
we conducted a study to compare
traditional;role;play;(TRP),;like
what’s conducted in the classroom,
to;mobile;video;role;play;(MVRP).
The;survey;sample;included;80
field sales personnel within one division of Medtronic. Respondents
perceived;MVRP;as;54%;more
effective then TRP. Additionally,
respondents were asked which aspects of the MVRP platform were
most valuable to them. Watching
