Success Story

BD Gets Its Sales Force Ready to Sell

September 2016 was the best of times and most challenging of times for Joe Baker, Sales Development and Training Manager for BD (formerly Becton, Dickinson and Company), a global medical technology company.

On the plus side, Baker’s business unit was enjoying rapid growth and gearing up for two new product launches. On the minus side, “Our capabilities and support were really stretched thin,” he said. “It was just me and six managers supporting 55 people in the field. We were asking ourselves, ‘Are we getting the most [training] bang for our buck? How do we increase the efficiency of our training and reinforcement?’”

 

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