Case Study: Abbott improves sales readiness and coaching with Bigtincan

Abbott boosts sales readiness with Bigtincan, driving 4X user growth and 82% coaching satisfaction

Abbott Structural Heart, a division of the biotechnology company Abbott, faced a challenge in ensuring its field sales teams could effectively articulate product value amidst a highly competitive and rapidly changing market. Without a formal sales enablement program or dedicated resources, managers lacked visibility into team performance. Bigtincan's Brainshark platform was implemented as a central solution for sales enablement and coaching, a need that became even more urgent with the shift to a remote workforce during the pandemic.

Bigtincan provided a video-based coaching solution that allowed Abbott to launch focused challenges on product messaging and objection handling. This implementation led to a fourfold increase in users globally and provided critical visibility through Readiness Scorecards, enabling the team to measure the impact of enablement initiatives on sales performance. The solution achieved an 82% participant satisfaction rate, with over 90% of coaching challenges being submitted from mobile devices.

Abbott