Training pharmaceutical representatives to understand — and maximize the benefits of — software they’re using on the job is a necessary component of any pharmaceutical sales program. A training program is not one-size-fits-all, but there are certain base considerations that are always at play when we are designing and implementing a program. For starters, it’s important to address the following questions:
Whether training takes place in different cities, states or countries, we often find existing programs that have been implemented in several locations can have discrepancies. We work to set baseline processes across any geographical area. This improves the program by making the content and delivery consistent no matter who is receiving it, or where.
We offer training programs in every continent except Antarctica. If the training program will occur in multiple countries, the curriculum needs to be translated and localized for each country. This is not counter-intuitive to standardization, but rather, helps achieve that objective by adapting the baseline processes to make sure they are appropriately communicated through local languages and cultural nuances. It also means customizing the program design to include learning methods that are best-suited for a particular location.
Training program design should always follow basic education principles. Every person learns differently, so we aim to bring in all five senses, with an emphasis on touch. Hands-on interaction — in which end-users perform realistic and practical exercises — are best to help the students of our programs become fully competent. We also often integrate “training for the trainers,” in which we direct the supervisors or managers who, in turn, train the end-users on best practices.
While training programs differ vastly in content and structure and must be customized for a company’s specific needs, these principles will help ensure your training program is off to a successful start.