Highspot Success Stories: Cencora Updates Healthcare Sales Training Program

Описание: Cencora, a global pharmaceutical and healthcare company, has transformed its healthcare sales training program with Highspot—empowering its sales professionals to navigate a complex, fast-evolving industry with confidence and clarity.

Healthcare decision-makers face shifting regulations, reimbursement hurdles, and a constantly evolving landscape.

To build trust with stakeholders and deliver value across the customer lifecycle, Cencora needed to modernize how it enabled and trained reps across both its Human Health and Animal Health divisions.

Highspot became the centralized platform to store all healthcare sales content—providing reps with fast access to compliant content, customer-facing materials, and internal resources that support a consultative selling approach.

Our video details how Cencora elevated its healthcare sales training strategy by:
00:00 Rolling out a sales methodology grounded in learn, prepare, and engage—aligning training programs and Highspot content structure around each stage
1:27 Enabled sales reps to access customer-ready materials and strategic messaging from a single source of truth
3:01 Partnered closely with Highspot’s services team to tailor the platform to the complexities of selling in the healthcare industry
3:37 Adapted training and enablement for different seller types, using its Human Health rollout as a blueprint for launching to its Animal Health team
4:36 Future-proofed its approach to healthcare sales training by leveraging a platform built for ongoing change, personalization, and scale

By restructuring its Highspot instance to mirror the flow of its sales methodology, Cencora ensured that reps were equipped with the right information at the right time. The company focused on not only surfacing relevant, compliant content but also giving sellers contextual guidance that supports meaningful customer interactions.

Whether engaging new stakeholders or re-engaging with long-time customers, sales reps now have the tools to tailor messaging to individual buyer needs and present solutions with confidence.
This clarity and consistency has improved training outcomes and strengthened Cencora’s consultative selling approach.

By empowering reps with timely content, real-time guidance, and a consistent framework, Cencora has enhanced training efficiency and aligned sales and marketing teams around common goals—ultimately driving better outcomes across every touchpoint.

Learn how Highspot can transform your healthcare sales training program and empower your reps to sell with greater confidence.
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Related Resources:
Sales Enablement for Life Sciences and Healthcare: https://www.highspot.com/solutions/li...
Why Life Sciences Orgs Need Sales & Marketing Alignment: https://www.highspot.com/blog/survey-...
How Antech Diagnostics Boosted Buyer Engagement by 50%: https://www.highspot.com/success-stor...

#HealthcareSales #HealthcareMarketing #HealthcareSalesTraining
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