Focus Magazine - Spring 2015 - 38
SELLINGSKILLS
Field-Based Monitoring:
Mitigating Risk, Maximizing Success
I By Wendy Heckelman, Ph.D.
officials have stated that field-based monitoring
is a minimum standard for effective compliance
programs.
Maximizing
Commercial Value
This process
allows a keen
eye to be kept on
desired skills and
competencies.
38
Field-based monitoring can
be used to assess commercial
operations and behavior, thereby
providing more direct benefits to
the business. e use of this process
allows a keen eye to be kept on desired skills
and competencies, such as customer focus and
ield-based monitoring is generally used
teamwork. By integrating field-based
by compliance departments to verify and
monitoring into the organization's marketing
ensure field behavior and activities are
and sales functions, there is assurance that
compliant with company standards. It is
alignment on messaging and communications
important to note that field-based monitoring
will be delivered to the field. Broadening the
can also provide
scope of traditional
tremendous value
monitoring beyond areas of
when integrated into
Field-based monitoring can
compliance enables the
everyday coaching of
provide tremendous value when commercial organization to
the sales field force.
use field-based monitoring
integrated into everyday coaching.
efforts to their advantage,
Compliance
thus providing greater
Field-Based Monitoring
benefit to the overall business.
All life sciences companies with commercial
Recommendations:
operations should perform field-based
monitoring to ensure conduct and activities are
* Concentrate monitoring resources,
compliant. A solid field-based monitoring
however limited, on areas with the greatest
risk. Perform an analysis of all sales and
program helps by placing the focus on areas of
marketing activities to prioritize what is
higher compliance risks, such as interactions
most likely to cause repercussions for the
with healthcare professionals and promptly
company. Also, pay attention and stay
addressing any potential issues. Field-based
current on new trends in investigation and
monitoring should be implemented due to
enforcement
recent Corporate Integrity Agreements (CIAs)
issued for sales and marketing misconduct by
* Ensure field-based monitoring efforts
meet the monitoring requirements of
the U.S. government. Field-based monitoring
recent CIAs. As noted above, these
has been labeled as a key requirement in these
requirements should be considered a
CIAs. Mary Riordan, with the Office of the
minimum standard for compliance
Inspector General, and other government
programs
F
FOCUS | SPRING 2015 | www.L-TEN.org
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Focus Magazine - Spring 2015
Table of Contents for the Digital Edition of Focus Magazine - Spring 2015
Focus Magazine
From the President: New Year, New Directions
Table of Contents
Table of Contents
Guest Editor: Having a Seat at the Table
Directions: It's Time to Change
Front of the Room: 'Today Kind of (Stinks)'
Neuroscience: A Neuro Checklist
Orchestrating Internal Partnerships at Jazz Pharmaceuticals
Learning in Changing Times: 5 Trends in Life Sciences Learning
The Anatomy of a Sales Effectiveness Initiative
Reimagining Customer Training
Member Solutions: Networking: Creating Career Connections
Next-Generation Leadership
Emerging Trends and Social Media
Field-Based Monitoring: Mitigating Risk, Maximizing Success
Virtual How: Gamification 2.0
Ad Index
Focus Contacts
5 Questions with Ken Blanchard
Focus Magazine - Spring 2015 - Intro
Focus Magazine - Spring 2015 - Focus Magazine
Focus Magazine - Spring 2015 - Cover2
Focus Magazine - Spring 2015 - 3
Focus Magazine - Spring 2015 - 4
Focus Magazine - Spring 2015 - From the President: New Year, New Directions
Focus Magazine - Spring 2015 - 6
Focus Magazine - Spring 2015 - Table of Contents
Focus Magazine - Spring 2015 - 8
Focus Magazine - Spring 2015 - Table of Contents
Focus Magazine - Spring 2015 - 10
Focus Magazine - Spring 2015 - Guest Editor: Having a Seat at the Table
Focus Magazine - Spring 2015 - 12
Focus Magazine - Spring 2015 - Directions: It's Time to Change
Focus Magazine - Spring 2015 - 14
Focus Magazine - Spring 2015 - Front of the Room: 'Today Kind of (Stinks)'
Focus Magazine - Spring 2015 - 16
Focus Magazine - Spring 2015 - Neuroscience: A Neuro Checklist
Focus Magazine - Spring 2015 - 18
Focus Magazine - Spring 2015 - Orchestrating Internal Partnerships at Jazz Pharmaceuticals
Focus Magazine - Spring 2015 - 20
Focus Magazine - Spring 2015 - 21
Focus Magazine - Spring 2015 - 22
Focus Magazine - Spring 2015 - Learning in Changing Times: 5 Trends in Life Sciences Learning
Focus Magazine - Spring 2015 - 24
Focus Magazine - Spring 2015 - 25
Focus Magazine - Spring 2015 - The Anatomy of a Sales Effectiveness Initiative
Focus Magazine - Spring 2015 - 27
Focus Magazine - Spring 2015 - 28
Focus Magazine - Spring 2015 - 29
Focus Magazine - Spring 2015 - Reimagining Customer Training
Focus Magazine - Spring 2015 - 31
Focus Magazine - Spring 2015 - Member Solutions: Networking: Creating Career Connections
Focus Magazine - Spring 2015 - 33
Focus Magazine - Spring 2015 - Next-Generation Leadership
Focus Magazine - Spring 2015 - 35
Focus Magazine - Spring 2015 - Emerging Trends and Social Media
Focus Magazine - Spring 2015 - 37
Focus Magazine - Spring 2015 - Field-Based Monitoring: Mitigating Risk, Maximizing Success
Focus Magazine - Spring 2015 - 39
Focus Magazine - Spring 2015 - 40
Focus Magazine - Spring 2015 - Virtual How: Gamification 2.0
Focus Magazine - Spring 2015 - 42
Focus Magazine - Spring 2015 - 43
Focus Magazine - Spring 2015 - Ad Index
Focus Magazine - Spring 2015 - Focus Contacts
Focus Magazine - Spring 2015 - 5 Questions with Ken Blanchard
Focus Magazine - Spring 2015 - Cover3
Focus Magazine - Spring 2015 - Cover4
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