Ensuring that training programs and learning initiatives are effective for sales representatives is of key importance to trainers. While it is critical that trainees can recite and thoroughly explain scientific data concerning the product’s anatomy and physiology, trainers must also measure the knowledge retention of other important facets such as regulatory guidance, competitor product compositions, and various selling techniques. It is essential to have a strategy in place for assessing the effectiveness of training initiatives in both new hires, as well as with experienced employees. Through the appropriate application of measurement techniques, gauging sales representative success both in and out of the field will become an easier task and provide informed direction for future training sessions.
- Defining effectiveness for pharmaceutical sales training
- Assessing sales reps’ level of knowledge from initial hire through post-training initiatives
- Monitoring sales representatives to ensure correct implementation of learning objectives
- Evaluation of training effectiveness through metrics analysis and measurement tools
Associate Director, Cardiovascular Training
Bristol Myers Squibb