Accelerated Activation

Carestream Health is one of the top providers of digital and computed radiography solutions in the world. Growing their sales force to support an expanding customer base was a top priority.

The challenge was to ensure these new sales reps could quickly match the results of existing reps.

Zimmet Group designed an onboarding program that embedded the skills and knowledge needed for Carestream’s complex B2B healthcare industry sales while also instilling a sense of pride and confidence in each individual.

Embedding ourselves with Carestream’s sales force, Zimmet Group led focus groups, interviewed top performers, and spent days of windshield time in the field. Along with our expertise, this immersion allowed us to re-envision the path new sales reps take to achieve success. We created a new, performance-driven roadmap that detailed the skills, knowledge, and support elements new sales reps needed.

Sales reps need to be out in the field selling, not sitting in classrooms. Using the new roadmap for success, we culled non-critical topics from the existing program, reducing seat time. We then redesigned and enhanced the focus of all classroom activities to maximize engagement and relevance. Instead of listening to well-intentioned subject matter experts drone on, sales reps completed challenging assignments in a high-energy classroom setting.

The alignment of expectations between sales leadership and those carrying a bag is crucial for achieving sustained performance. Zimmet Group built a mobile-friendly app that guided key players—sales leaders, mentors, and reps—along the onboarding path. The app provided performance criteria and milestones that the sales team could use to assess and support the reps on their journey.