Case Study: Johnson & Johnson Innovative Medicine improves competitive objection handling with SmartWinnr AI Coaching

How Did Johnson & Johnson Improve Competitive Objection Handling with Al

Johnson and Johnson Innovative Medicine, a leading life sciences company, faced a challenge in training its 240 sales representatives to effectively handle competitive objections from healthcare professionals (HCPs). Their reps struggled to move beyond listing product features and translate their knowledge into meaningful conversations that addressed specific HCP concerns. They partnered with the vendor SmartWinnr and utilized its AI Coaching product to address this training gap.

SmartWinnr implemented an AI-powered video coaching solution featuring interactive role-plays based on a structured talk track. This allowed each rep to practice objection handling scenarios that were evaluated on a customized rubric. The solution saved an estimated 400 hours of trainer time and only required 30 minutes to create new scenarios. As a result, Johnson and Johnson saw a 70% improvement in the sales team's ability to handle competitive objections effectively.

Johnson and Johnson Innovative Medicine

Ginu Panicker

Manager Commercial Education