Podcast
Redefining the Academy Approach:
GE Healthcare’s Journey to Sales Empowerment
Revenue Enablement Society’s Solution Salon Podcast
In this Solution Salon podcast hosted by the Revenue Enablement Society, we explore the critical challenges GE Healthcare faced as its markets and customer needs evolved. Recognising the widening skills gap, Enablement leadership at GE Healthcare assembled a cross-functional team to tackle the issue head-on, ultimately leading to the creation of the PDx Sales Academy.
Join us as we delve into the challenges they encountered, the rigorous process of selecting the right partner in Imparta, and the lessons learned from implementing a globally scalable sales enablement program.
Key Takeaways:
Looking Forward: Kerry shares the ongoing challenges and future direction for the PDx Sales Academy, including the role of AI and other advanced tools in further enhancing sales performance.
The Challenge: Understand the urgent need for GE Healthcare to overhaul its sales training. As markets advanced, the gap in their sales teams’ skills became a critical issue that demanded immediate attention.
The Approach: Gain insights from Michelle at Imparta on how they addressed these challenges through tailored learning journeys, with a focus on pilots like Creating Client Value and Sales Coaching, and the pivotal role of leadership support in successful deployments.
Business Impact: Discover the significant changes that resulted from the training, including improved sales team engagement and a shift in client interactions, marking a turning point for GE Healthcare’s sales effectiveness.
Michelle Vazzana
Chief Innovation Officer, Imparta
LinkedIn
Kerry Reeder
Sales Enablement & Digital
Transformation,
GE Healthcare
Speaker Bio
Michelle Vazzana
Chief Innovation Officer, Imparta LinkedIn
Michelle Vazzana, PhD, Chief Innovation Officer at Imparta, is a prolific researcher and sought-after speaker on the topic of sales management and sales agility. Vazzana has conducted extensive research on the topic of sales coaching practices and sales agility. She is co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance, Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance, and, in 2023, The Sales Agility Code: Deploy Situational Fluency to Win More Sales.
