Focus Supplement - Summer 2015 - (Page 32)
PROVIDER PARTNERSHIP
CMR Institute
hen a pharmaceutical company
needed learning resources for a
new career path program, it partnered
with CMR Institute to design a
program that rewarded individuals for
continuous learning. at solution has
earned CMR finalist placement in the
LTEN Excellence Awards for Provider
Partnership.
W
As part of the career path program,
CMR provided all learning resources
that sales professionals were required
to complete before moving from one
level to the next. Using its off-the-shelf
products as a gateway, CMR mapped
out content to provide multiple
options for the client.
"Incorporating our training
resources into the client's career path
program addressed the interests of our
organization and our client's
organization, particularly its sales
representatives," said Britney Conrad,
CMR's executive director of learning
solutions. "Flexibility within the
program design allows representatives
to balance professional development
with other personal and professional
responsibilities. It also gives them the
latitude to customize a learning path
that best suits their professional
interests and goals."
e client has reported positive
impact from the program, which is
also supported by feedback surveys
conducted by CMR.
"e career path program
presented a unique opportunity for
our company to partner with a client
on a scale that is admirable because it
integrates our resources in a manner
that shapes all learning pathways,"
Conrad said. "It is particularly
gratifying to know that these
resources will help develop top talent
and improve overall productivity as
individuals grow in their positions."
■
PROVIDER PARTNERSHIP
HealthAnswers Education
ealthAnswers Education was
selected to partner with a client
organization in preparation for the
launch of a new product and
company. e resulting solutions have
HealthAnswers Education being
named a finalist in the LTEN
Excellence Awards for Provider
Partnership.
H
In anticipation of FDA approval of
a pharmaceutical product, a new sales
team was hired and needed to be
ready to go. e client needed a
training launch plan that included full
learning strategy and tactics for
product introduction.
32
A highlight of the overall
implementation was utilizing available
technology. Home studies modules
were delivered on iPads. Also, online
meetings were held to support
workshop activities, certification,
surveys, document libraries and more.
"It was evident upfront that both
self-directed and live learning events
were necessary to quickly build
clinical and product fluency and turn
that info effective sales skills," said
John Worobey, director of client
services for HealthAnswers
Education. "So moving quickly and
thoughtfully was important."
When the product received
approval ahead of schedule, while the
clinical training meeting was being
held, HealthAnswers Education
partnered with the client to support
on-site training changes. Due to this,
the field team was able to leave the
training meeting and immediately
start calling on customers. e team
exceeded its year-end sales goal.
"As for long-term impact of the
launch training plan, time will tell,"
Worobey said. "But the field
organization has the foundational
skills to be successful in the first year
of launch and beyond." ■
FOCUS | CONFERENCE AWARDS SUPPLEMENT 2015 | www.L-TEN.org
http://www.L-TEN.org
Table of Contents for the Digital Edition of Focus Supplement - Summer 2015
Focus Magazine
Table of Contents
Introducing the LTEN Excellence Awards
The Winners Revealed
Profiles of Winning Work
Dana Bates, Gilead Sciences
Lisa Lukawski, UCB
Rorie Madigan, Siemens Healthcare Diagnostics
Luis Pinzon, Bayer Healthcare
Medtronic
AbbVie
Axion by ApotheCom
Excellerate
Bottom-Line Performance
Awards Poster Session: Excellence on Display
Profiles of Finalists
Alexion Pharmaceuticals
Genentech
Roche Diagnostics
Educational Resource Systems
e-roleplay
Small World Social
Cognizant Technology Solutions
Impact International
Red Nucleus
Advantage Performance Group
CMR Institute
HealthAnswers Education
Wrapping Up: Thank You Notes
Focus Supplement - Summer 2015
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