How a Leading Health Retailer Hit 147% of Quota Across Multiple Complex Product Lines

Hive Perform

Healthcare & Pharma

The Challenge

A leading health retailer faced challenges with moving beyond theoretical sales training to actual performance and execution. Their sales team managed a large and complex product range, but low product knowledge, coupled with outdated sales coaching methods, hindered their ability to execute effectively.

With traditional methods relying on static content, training, and manual tracking, the company struggled to achieve consistent sales results. They needed a solution to bridge the gap between training and execution, providing real-time insights and actionable support to help their sales reps confidently manage multiple product lines.

  • From training to performance: Despite a solid foundation in training, content, and tools, the company struggled to move from theoretical knowledge to real-world sales execution.
  • High product complexity and volume with low product knowledge: The sales team faced the challenge of managing a large number of complex products, each with unique features and benefits. The lack of in-depth product knowledge made it difficult for reps to confidently sell across the full range of offerings, leading to missed opportunities and inconsistent performance.
  • Inefficient sales coaching: Traditional coaching methods, based on outdated spreadsheets and manual tracking, were insufficient for driving sustained, high-level performance.

The Fix

  • Hive Perform’s AI-driven insights for execution: Hive Perform replaced traditional training tools and spreadsheets with Perform Intelligence, a solution that integrates real-time sales data and offers clear, actionable insights on performance. Sales teams no longer relied on static content but on performance-driven analytics to guide their actions and decisions.
  • Moving beyond content to execution: For sales teams managing a large number of product lines, reps need to know about all of them every day. Perform Agent supplied the exact right information at the exact right time, enabling reps to confidently engage with customers and drive sales performance across the complex product catalogue.

The Results

  • 147% of sales target achievement: Sales reps using Hive Perform’s real-time insights and execution-focused tools exceeded their sales targets by 147%, compared to just 43% of those relying on traditional training and content methods.
  • High engagement and knowledge sharing: Over 80% of teams contributed to knowledge-sharing efforts, with a culture of collaboration driving consistent, team-wide success.

The Takeaway

  • From theory to execution: Hive Perform shifted the team from static training to real-time insights, helping reps exceed sales targets by 147%.
  • Real-time product knowledge: Perform Agent provided the right information at the right time, enabling reps to confidently sell across complex product lines.
  • Increased collaboration: Over 80% of the team engaged in knowledge sharing, boosting performance consistency.
  • Data-driven performance: Real-time sales data replaced manual tracking, improving forecasting and decision-making.
  • Scalable coaching: Continuous, real-time coaching kept reps aligned and performing at their best.