Case study: Better coaching leads to increased patient share

STEM’s client was facing a global move to an increased virtual client engagement environment and an influx of competitors had made the sales environment for a specialist prescription medicine client increasingly difficult. As a result of the challenges, the client’s patient share in the market had plateaued.

So how did STEM manage to achieve the following results? Learn more here. 

• 3% increase in patient market share since the start of the training intervention (*IQVIA relevant reference market)
• 53% of optimal coaching outcome (industry average = 46%)
• 10/10 sales manager confidence when using new coaching model
• Brand X n#1 in dynamic patient shares (39%) (Naïve + switch)
• 60% of field-coaching reports now include a SMART action plan (*vs. 20% in previous STEM observation)
• 9.7/10 training score for FLSMs