A group of eight new reps was used to test the effectiveness of DialogCoach. At
the end of a week-long training cycle, each rep was put through a rigorous face-to-face
role play with a member of the Aventis training team playing the role of the physician.
Each rep was required to position Aventis products and overcome a series of objections
from the physician. During the week, four of the reps spent several hours using
DialogCoach, while the four from the control group spent their time studying and
practicing on their own.
In a move designed to thoroughly test the impact and potential of DialogCoach, the
Aventis training team, selected their four weakest students to test the personal
role play system. During the test role plays, the four reps who used DialogCoach
significantly outperformed the four from the control group.
When compared to the control group, the DialogCoach reps took 40% less time to handle
the objections and doubled the number of times they correctly presented key messages.
