Eps 1 Redefining the Academy Approach: GE Healthcare’s Journey to Sales Empowerment

Solution Salon

In this episode, we explore the critical challenges GE Healthcare faced as their markets and customer needs evolved, leaving their sales teams struggling to keep up. Recognizing the widening skills gap, Enablement leadership at GE Healthcare assembled a cross-functional team to tackle the issue head-on, ultimately leading to the creation of the PDx Sales Academy. Join us as we delve into the difficulties they encountered, the rigorous process of selecting the right partner in Imparta, and the lessons learned from implementing a globally scalable sales enablement program.
Key Takeaways:

• The Challenge: Understand the urgent need for GE Healthcare to overhaul their sales training. As markets advanced, the gap in their sales teams' skills became a critical issue that demanded immediate attention.
• The Approach: Gain insights from Michelle at Imparta on how they addressed these challenges through tailored learning journeys, with a focus on pilots like Creating Client Value and Sales Coaching, and the pivotal role of leadership support in successful deployments.
• Business Impact: Discover the significant changes that resulted from the training, including improved sales team engagement and a shift in client interactions, marking a turning point for GE Healthcare’s sales effectiveness.
• Looking Forward: Kerry shares the ongoing challenges and future direction for the PDx Sales Academy, including the role of AI and other advanced tools in further enhancing sales performance.