Case Study: Smith & Nephew Achieves 23% Revenue Growth with Integrity Solutions' Integrity Selling®

2018 Best Practice & Outstanding Training Initiative Award Winner for Integrity Selling

Smith & Nephew, a large orthopedic sports medicine division with about 600 sales representatives, needed a formal selling process to support growth across a complex and rapidly expanding sales environment. Before 2017, the team lacked a standardized approach, creating challenges for productivity and consistency in a widely inexperienced sales force.

Integrity Solutions implemented Integrity Selling® as the company’s universal sales process and training program, delivering classroom instruction, interactive practice, role-play scoring, testing, and manager follow-up calls to reinforce the new behaviors. With Integrity Solutions’ support, Smith & Nephew certified its reps and saw revenue increase by 23% in the six months after training, outpacing the market’s 9% average growth.

Smith & Nephew