Reinvigorating the Dexcom sales team

Reinvigorating the Dexcom sales team



The sales team at Dexcom (continuous glucose monitoring technology) was wrapping up their busiest quarter in a year of banner growth. They were excited, pleased and frankly, a little tired! Our challenge was to create a National Sales Meeting that would re-energize and keep the momentum going into the next year.


To complement their patient advocacy theme of “Warriors,” we developed the theme of the meeting: “Warriors Together. Fit for the Fight.” This not only stimulated the team camaraderie and unified effort (just what the client was looking for), but it also spoke to the pending battle they were facing with competitors fast on their heels.


We introduced a “force multiplier” process, delivered by elite fighter pilots in a dynamic presentation and team-building activity. We also created moments for employees to refresh and reinvigorate with an afternoon of fun activities ranging from a spa visit to a deep sea fishing excursion. Throughout the meeting we fostered a spirit of competition through workshops, games, and a step challenge, further connecting employees to the “Fit for the Fight” theme.

Scope of services:

  • Concept development
  • Speaker presentations
  • Environmental design and production
  • Logistics management
  • Technical direction


Unanimous feedback from the sales force and senior leadership clearly indicated that Dexcom had taken its annual sales meeting to a level never before seen within the organization. The commitment to resources, creativity and overall impact was clearly felt by the sales team and delivered on the event’s primary objective.