Focus Magazine - Fall 2012 - 20

COVERSTORY

Depomed has also seen an increased “Right now that is our so-called use of marketing materials thanks to learning content management system,” the iPad. Previously, Drummond said, Drummond said. “We are expanding to visual aids were used on about 20 peran enterprise-wide LMS later this year.” cent of sales calls. Now, the iPad visual Obviously iPad training isn’t yet a aid is used in about 80 percent of calls. perfect beast – Drummond and his “ e old rule of thumb is the right teams have dealt with issues including target with the right messaging with bandwidth and design restrictions. the right frequency is really going to “It’s really kind of a two-tiered drive your sales,” he strategy from a said. “If you can learning The comfort level extend the length has grown nicely with standpoint,” of your call by twoDrummond said. the iPad as a sales aid fold and you’re “We started with using something the iPad, and it’s a and management tool visually on most one-stop shop calls when doctors seem to be visual or approach. It has everybody excited; kinesthetic learners, they retain the they’re learning; they’re interested in message better. You’re probably going seeing what’s loaded every week on to have greater results around sales their app; there’s something new going results as well.” in all the time so they’re always excited e Create Great U app, which is to check it out. I had not seen that level preloaded on the iPads that Depomed of interest with an LMS and laptop in sends to its sales teams, has been used my past experiences. But it has its to deliver many of those sales support challenges around bandwidth when materials, as well as the training and you drop in audio and video streaming, information on Depomed’s team so you really need to eventually move meetings. e Create Great U app was to a 2.0 strategy, which is having an created by Scrimmage and includes LMS that supports the iPad platform as eight section tabs currently for targeted well. ey both should augment each content: other as they serve dual purposes.” “Once we have the LMS, what we’re • New hire rep training going to do is move the home study • Advanced rep training modules o the iPad and re-embed the • New DM training audio/video components so that they • Advanced DM training can do it on the LMS,” he added. “ is • Upcoming meetings will reduce the bandwidth issues so we’ll use the iPad for greater on• Medical/Marketing Information demand learning and meetings.” • General tab For now, the comfort level has • Test tab (the launching pad for new grown nicely with the iPad as a sales materials) aid and management tool, and Depomed’s leadership is pleased with Each tab also includes several subthe results. tabs for materials such as workshops, “We’re staying the course with our quizzes and certi cation testing. strategy,” Drummond said. “I think Drummond and his team can also use we’ll have the best of both worlds by the app to track completion and having both platforms in place. What I manage performance similar to an think a lot of companies are doing is learning management system (LMS).

The “General” tab. Content is housed under each sub tab depending on workshops, quizzes, etc.

The “Upcoming Meeting” tab posts current workshop materials and breakout assignments, hotel maps, etc. for our upcoming planning meetings.

the LMS has been the primary platform, and the iPad is their secondary. We’re kind of looking at it in reverse. We started with the iPad and we’re then going to bolt on the LMS for the other things we’re doing, but the iPad is still going to be our primary source. “We live in dotcom and technology world headquarters,” he added. “ e technology is right here. We might as well use it.” I
For more information, scan/capture the QR code with your smartphone.

Tim Sosbe is editor of Focus magazine and editorial director for TrainingIndustry.com. Email Tim at tsosbe@spbt.org.

FOCUS | FALL 2012 | www.spbt.org

http://www.TrainingIndustry.com http://www.spbt.org

Focus Magazine - Fall 2012

Table of Contents for the Digital Edition of Focus Magazine - Fall 2012