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