Challenge:
Expensive and inflexible training models: Traditional in-person training sessions for surgical devices are costly and rigid, making it challenging to accommodate diverse learning needs and schedules of healthcare professionals.
Limited real-world scenario exposure: Sales teams often lack exposure to a wide range of real-world surgical environments, and prospects leading to gaps in understanding the practical challenges and benefits of Medtronic devices during actual surgeries.
Scalability issues in training programs: As Medtronic expands its product offerings and enters new markets, scaling training programs to ensure consistent and high-quality education across all regions becomes increasingly complex and resource-intensive.
Solution:
Medtronic leverages Cicero, a cutting-edge soft-skills simulator, to enhance its sales training. By using AI-driven roleplay, Cicero allows sales teams to practice and refine their interactions in realistic, diverse scenarios. Cicero helps ensure consistent, high-quality training across the board, improving the proficiency and confidence of Medtronic's sales representatives in demonstrating and advocating for surgical devices.
Key features include:
Realistic roleplay scenarios: Simulates diverse, real-world interactions.
Sentiment and tone analysis: Analyzes communication style with automated feedback.
Consistent training outcomes: Standardizes skill development across teams.
Customer testimonial:
“Training sales reps to sell complex products used in intricate procedures is no small task, but one thing we’ve learned over the years is that practice makes perfect.
AI role play technology has come a long way, evolving from rigid, scripted scenarios to today’s generative AI that feels more dynamic and real than ever. This evolution has completely changed the game for us. Reps can now practice their talk tracks in a safe environment where every interaction is different, mimicking the unpredictability of real conversations. It’s not just about getting the pitch right—it’s about building confidence and adaptability, which helps them hit the ground running faster.
But it’s not just for foundational training. AI role play is also a game-changer in the moment of need. Reps can use it as a coach on the fly—whether it’s prepping for a meeting with a new client or strategizing how to approach a competitor’s account. Imagine driving to a hospital and having an AI coach help you zero in on key messaging, all hands-free. It’s like having a field manager on call whenever you need them.
By combining realistic practice with just-in-time support, AI role play has become an invaluable tool to get reps ready faster and performing at their best.”
- Colleen Tully, Senior Program Manager, Medtronic