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Censeo and UNISON Partner to Deliver Bottom
Line Results
Seamless integration of home and event-based
learning results in record-breaking sales.
April 28, 2006
MAITLAND, FL – Maitland, FL-based Censeo Corporation
and Nyack, NY-based UNISON LLC recently partnered with a leading
pharmaceutical company to help launch a new drug through its
1,200-member sales force. Censeo’s online, “access from
anywhere” assessments, together with UNISON's meeting-based
testing and certification technologies, combined to offer
an integrated set of metrics – metrics used to increase learning
throughout the entire field sales training initiative.
The goal of the joint project was to seamlessly bridge the
gaps between pre-launch, launch and post-launch learning by
tracking the reps’ knowledge through the entire continuum
from home study through continuous learning.
The project involved guiding sales representatives through
a series of five home study modules. Censeo’s online testing
measured the reps’ knowledge after each module. Powerful individual
feedback was provided to each rep after every test, containing
detailed information on how to improve their knowledge. Group
analysis tools provided the sales training team with real-time
data on how the sales force was progressing during home study.
Upon completion of the home study portion of the training,
UNISON consolidated the individual and team scores into a
knowledge baseline for the launch event. These metrics were
used at the event as a starting point for an on-site knowledge
competition. UNISON kiosks with touch screens in 58 rooms
across two buildings delivered knowledge assessments on-site,
and scores were displayed on leaderboards throughout the venue.
UNISON’s real-time reporting tracked performance so that struggling
sales representatives could be assisted and recertified on-site.
Post launch, Censeo’s online assessments continue to support
sales representative development in the field, including the
automation and documentation of a variety of compliance-related
activities.
Combining the entire spectrum of assessment results (before,
during and after the event) provided the client with data
to identify shortfalls, remediate where necessary, and be
absolutely confident that the training was effective. Statistics
compiled by the client’s Chief Learning Officer indicated
that one-third of the $1 billion sales ($300 million) could
be directly attributed to the training.
About UNISON
UNISON is a training process that links prior e-learning, self-study
or classroom learning to live, off-site meetings. UNISON technology
provides the ability to instantly see how each person can perform
learned skills and applications, and who requires additional
learning and coaching before market deployment. More than 3,000
sales reps from 10 different mid-size to large pharmaceutical
and biotech companies have been sales readied, prepared and
certified with UNISON. For more information, visit www.unison-meetings.com.
About Censeo Corporation
Headquartered in Maitland, Florida, Censeo Corporation helps
clients select, develop and retain talent through the design
and delivery of Internet-based assessment solutions.
For more information about Censeo, contact:
Marty Windsor
(407) 645-1600 x155
mwindsor@censeocorp.com
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