Pharmaceutical Sales Training Excellence: Program Operations, Curriculum Development and Training Approaches

STUDY OVERVIEW

Sales Training within bio-pharmaceutical companies today is increasingly important, with the function responsible not only for rapidly bringing new hires up to speed but also for effectively keeping the rest of the sales force up to date as the industry undergoes rapid change.

This Best Practices, LLC study presents benchmarks and insights around the different approaches to program development and delivery as well as providing metrics on the most utilized types of Sales Training included in formal curriculums. There is also a chapter devoted to the operations involved with Sales Training. This includes the collaboration level of Sales Training with various stakeholder groups and the implementation of different models to identify core Sales competencies. Sales and Training leaders can use this study to evaluate and improve the performance of their Sales Training organizations and to inform strategic management decisions in the year ahead.

KEY TOPICS

• Universe of Learning: Key Demographics of Participating Companies
• Sales Training Program Operations & Models
• Sales Training Content Delivery & Development

• Sales Training Focus on Training Different Employee Groups
• Program Attributes Representing Sales Training Program
• Level Sales Training function has with Different Stakeholder Groups
• Performance Measurement Describing Sales Training function
• Effectiveness of Different Metrics for Evaluating Sales Training Program Quality
• Percentage of Sales Rep Trainees Achieving Their First-Year Sales Goals
• Sales Training Components Included in Organization's Formal Curriculum
• Percentage of Formal Sales Training Content Developed by Internal & External Stakeholders
• Percentage of Formal Sales Training Content Delivered by Internal & External Stakeholders
• Percentage of Sales Training Delivered Using Different Approaches
• Effectiveness of Additional Training Delivery Approaches
• Percentage of Total Sales Training Provided Through Different Venues
• Percentage of Total Time Allotted for Sales Training at Annual Meetings (such as POA)
  

• Trainee Satisfaction & Role Play Are Top Training Quality Metrics: Most participants use a variety of metrics to evaluate the quality of their Sales Training functions. Those with the highest effectiveness rating are trainee satisfaction, role-play certification and formal feedback from management.
• Virtual Classrooms Present Tech & Cost Challenges: Interviewed training leaders see potential in transitioning more learning from in-person to virtual classrooms. Some are providing as much as 60% of training virtually. Others are holding off until they are sure they can measure and justify the return on investment.
  

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