Trends such as the increasing influence of payers, the imminent patent cliff, ever-increasing promotional restrictions, and the rise of comparative effectiveness research are driving sales training professionals to adjust their focus and approach to training customer-facing reps and managers to succeed in the new environment.
During the 2010 annual meeting of the Society of Pharmaceutical and Biotech Trainers (SPBT), SPBT President Mike Capaldi noted that pharma “can’t continue to implement training in a linear fashion, relying solely on formal learning and being all things to all people.”
Mr. Capaldi, who is also associate VP, institutional affairs at Sanofi-Aventis, recommended that pharma retool its sales rep training group to serve as a “performance consultant that solves the most critical business needs in an adaptable manner.”
Five Steps to Reinventing Training and Development
Philip McCrea, CEO, ClearPoint
Michael J. DePalma, Executive VP, Innovation, M3Health
David Kovalcik, CEO, PharMethod Inc.
Michelle A. Youngers, President and CEO, ScienceMedia Inc.
Thomas Mattus, President, Successful Strategies International Inc
Jim Elliott, Director, Management Advisor, TGaS Advisors
Rob Lytle, Director of Business Development, Verilogue Inc.
Celeste Mosby, Regional VP, Life Sciences, Wilson Learning
Mike Capaldi. Associate VP, Institutional Affairs, Sanofi-Aventis, a global pharmaceutical company that discovers, develops, produces, and markets therapies that enhance people’s lives. For more information, visit sanofi-aventis.us.
Rhonda Dierberg. Senior VP, Skills Certification, National Association of Pharmaceutical Representatives, a trade association for sales representatives in the pharmaceutical, medical, and biotech industries. For more information, visit napsronline.org.
Huw Tippett. Global Sales Head, Novartis, a provider of healthcare solutions that address the evolving needs of patients and societies. For more information, visit novartis.com.