pharma sales trainer certification program
DESCRIPTION
How to Deliver Great Training that Captures Attention and Engages the Participants - Learn at MedicinMan Pharma Sales Trainer Certification Program - December 2012 - 17th, 18th, & 19th at Mumbai. Details on at http://www.medicinman.netTRANSCRIPT
Still Doing
Things the
Old Way?
Preparing Pharma Trainers for the Next Generation
Field Force
Time for a
Paradigm Shift…
MedicinMan
Academy “Pharma
Sales Trainers
Certification
Program”
Raising the Bar for Field Force Performance
Who. Experienced faculty with demonstrated
capability and passion for field force excellence.
WHAT. A first-of-its-kind program for Training Managers, Field Sales Managers, SFE
Managers, HR and others responsible for improving the Last Mile Connectivity – the
performance of Medical Reps and Front-line Managers. (Even Product Managers and
Medical Affairs Managers, who want to gain an insight into the learning and development
process, will increase their effectiveness when communicating/training the field force)
WHY. Pharma industry lacks platforms for sharing best practices.
Where. At Mumbai, India’s Pharma Capital
When. 17, 18, 19 December 2012 (Monday, Tuesday,
Wednesday)
How. A unique blend of new approaches in training and
refining established methods.
MedicinMan Academy
Methodology:
Training That
Rocks !
Short lectures of 45 minutes, followed by
participant engagement discussions,
activities, learning by reflecting and
collaborating.
Resources: Pre-program resources and post
program take-away DVD and continued
engagement via Social Media to reinforce
learning. Includes ready-to-use modules that
can be used in the skill development and
behavioral transformation of MRs and FLMs.
This is a basic level program, to be followed
by intermediate and advanced levels in 2013.
Left-Brain Logic meets Right-Brain Magic
: 1. View Training as strategic function for
effective execution of business objectives.
2. Field Force forms largest component of
marketing expenditure and even an
incremental improvement in personal
productivity has large impact on business
revenues.
3. Old methods of Training and Development
need to be supplemented with new research
findings to remain relevant to changing
market dynamics of the 21st century
4. Develop the Essential Skills & Competencies
required for a Trainer
MedicinMan Academy
: 5. An MR waits for 5 hours to make 8 - 10 calls lasting
3 minutes on an average. So effective in-clinic time
is just 30 minutes per day. The time spent between
calls is ideal for learning and development
activities. Hence the importance of adopting new
approach to learning and development, given these
challenges.
6. Improving English Language Skills is a Key Issue
that Impacts the Confidence and Performance of
MRs and FLMs – Learning to Learn New
Languages as an Adult.
7. Understanding Differences between Training,
Facilitation, Coaching and Mentoring
8. Ethos, Pathos and Logos – Understanding
Communication Dynamics. Personal Effectiveness,
Emotional Intelligence, Critical Thinking Skills.
MedicinMan Academy
Engagement / Motivation
Sk
ill L
eve
l
Low
High
Low High
Problem Children
Idler
Coaster
Plodder
Jogger
Cruiser
Striver
Performer
STAR*
1. Create Clear Job Descriptions for Participants
2. Assess Sales Training Needs based on Job Descriptions
3. Set Training Objectives based on Learning Needs
4. Evaluate Training Alternatives
5. Design Sales Training Program
6. Deliver Sales Training Program
7. Conduct Follow-up and Evaluation
8. Give Non Judgmental Feedback and Create Individual
Development Plans
After the Program Participants
Will Know How To:
MedicinMan Academy
Anup Soans has worked as a Medical Rep, Oncology Product Specialist, in Medical Devices Sales and as a Front-line Manager. He moved to medical communications and became the Executive Director and Chief Operating Officer of Medico-Marketing/CME company – IJCP. He was later the Vice President of Quintessence Sciences, world’s largest publisher of CDE. He has worked with some of the world’s leading training companies like Crestcom International, Indian partner of BlessingWhite, USA and Psytech, UK. Anup has written three books for Pharma front-line sales professionals. Anup is the Editor of MedicinMan, India’s first magazine for pharma field force excellence. He has done an MBA program in Human Resources Management from University of Wales. He has trained MRs and FLMs of Allergan, BBraun, Biocon, Carl Zeiss, GSK, Merck Serono, Novartis, Tablets India and several leading IT companies as a Facilitator of the internationally acclaimed MDP – Bullet Proof Manager.
His programs in Brand Drift, FFE 2012, ChPI were rated as excellent by 90% of the audience. Over 6000 healthcare professionals follow his LinkedIn columns.
He has also transformed his Facebook page into a Daily Learning & Development source for pharma sales professionals.
Program Director – Anup Soans
Faculty Profiles
Hanno Wolfram began his career in Pharma in 1974 as a Medical Representative, went through first line management, Director human resources, BU-Head, Area Management Europe, Principal in Management Consulting. Now owning and running Innov8, The Implementation Company, assisting pharma to consistently and coherently implement their finely honed strategies into field forces working in primary and specialist care, Account management and Opinion Leader Management
MedicinMan
Academy
Salil Kallianpur is Commercial Head – Classic
Brands Center for Excellence at GSK.
He has over 18 years of Experience in the
healthcare industry and has worked in marketing
and commercial operations.
Salil is a well-known healthcare blogger and tweeter.
Faculty Profiles
MedicinMan
Academy
Varadrajan is Asst. Director Commercial Excellence at
Merck Serono.
Varadrajan began his career as a Medical Rep and has
worked as a Divisional Manager and Training Manager.
He went on to Head IMS in Sri Lanka. He was Head of
Sales Force Effectiveness at Novo Nordisk, and Head
of Business Effectiveness at Merck. He is a speaker at
several international pharma conferences.
Faculty Profiles
MedicinMan
Academy
Pankaj is Director - Sales Training at AstraZeneca Pharma India Ltd.
Pankaj Gursahani has rich experience is Sales and Marketing as well as
in HR. He is a certified recruitment trainer from DDI, Australia. He has
international “Train-the-Trainer” certification in:
i) SL-II by Ken Blanchard Company, U.S. (2005)
ii) Insights by Insights Learning & development Ltd. U.K (2005)
iii) Talent Development by Novations (2007)
iv) Belbin Team role (2011)
3. Undergone training for Lean Six Sigma - Participated in 3 of most
important projects of Six sigma in 2006-2007
Faculty Profiles
MedicinMan
Academy
Satya Mahesh is Sr. Manager, Systems and Projects at Sanofi, in-
charge of Digital Initiatives, SFE and Analytics.
He is a Pharma Professional with wide and varied experience and
expertise in Sales, Marketing, Sales force Effectiveness (SFE),
Integrated Business analytics , Data warehousing and Business
Intelligence , Forecasting and Digital initiatives. Accomplished
speaker and panelist at national and international pharma fora like
Eyeforpharma, Marcus Evans & CPhI
Faculty Profiles
MedicinMan
Academy
•17, 18, 19, December 2012 (Mon, Tues, Wed)
Program Dates
•Hotel Suba International, Plot 211, Chakala Sahar Road, Andheri (East) Mumbai. (Tel. 02267076777)
Program Venue
• All participating companies sponsoring 3 or more candidates will receive one Privilege Pass for Brand Drift 2013 and FFE 2013 in Feb 2013 – India’s premium events for Pharma Brand Managers and Senior Managers responsible for Field Force Excellence. For details of Brand Drift 2012 and FFE 2012, see March 2012 and July 2012 issues of MedicinMan at www.medicinman.net
Special Offer !
• ` 22,500/- (Inclusive of Breakfast & Lunch) • 100% advance payment to be made by cheque favoring “Knowledge
Ventures” or account transfer to below account.
Program Fees (Incl. of Service Tax)
•Account Name: Knowledge Ventures
•Bank name: ICICI Bank
•Current Account Number:122105500002
•IFSC CODE: ICIC0001221
•Bank Address: ICICI Bank, Malad Link Road Branch, Shop No.6 & 7, Linkway Estate, Malad West, Mumbai 400064.
Payment Details
Registration Form
VISIT
www.medicinman.net
Address:
To know more about the program
and reserve your seats, contact:
Anup Soans, Bangalore
Mob: +91 93422 32949
Email: [email protected]
Chhaya Sankath, Mumbai
Mob: +91 98674 21131
Email: [email protected]
Arvind Nair, Mumbai
Mob: +91 98702 01422
Email: [email protected]
In Partnership With
Kingpins
Management
Consultancy A Pharma-Focused Search and Headhunting Firm
Contact: Balraj Chandra
+91 97690 58671
Pre-Training Material
MedicinMan Academy
FLM Development Resource MR Development Resource
• Performance consulting i.e business partnering & solutioning
• Ensuring sustenance of learning
• TNA process (Langevin)
• Measuring training effectiveness
• Technology enabled learning solutions
Intermediate level
Advanced level
• How to ensure a credible voice
• How to ensure resilience
• How to ensure influence & collaboration
• How to create organizational training
strategy
• How to create a learning curriculum
• How to create course ware (participant guide
& facilitator guide and materials)
• How to create a robust training organization
Highlights of
Intermediate
and Advanced
Level
Certification
MedicinMan
Academy