Training Industry Quarterly - Fall 2011 - (Page 37)

CASEBOOK Pfizer: Moving Product Sales Training Online “This is not the death of classroom training. It’s important to see where this delivery methodology is the right choice and see where you can go without degrading any of the applications or metrics.” — Tim Kern, Pfizer B Y M I C H E L L E E G G L E S T O N With roughly 6,000 learners in product sales at Pfizer and with large scale change occurring more frequently in the pharmaceutical industry, it was becoming economically impractical to retrain employees in the classroom. Tim Kern, vice president of training at Pfizer, is overseeing this virtual transformation, along with 20 other members of the product sales training team. Until November 2010, application training for product sales was uniquely classroom-based, a format Pfizer was succeeding at. When the idea sparked to move the classroom online, stakeholders remained uncertain of the shift. “We were almost a victim of our own success as a hall of fame training organization with the prevailing attitude of ‘Don’t fix what’s 37 I nnovation is the creation of better or more effective products, processes or ideas. In the pharmaceutical industry, this equates to the creation of medicines to treat diseases and find cures for health care challenges that face our society. At Pfizer, innovation does not stop in the research and product sectors, but has flowed into the business of learning to push product sales training out of the “dark ages” of the classroom and into the proverbial virtual light. Pfizer is the world’s largest research-based pharmaceutical company. Once prescription medications are discovered, developed, FDA approved and ready for distribution, it’s up to the sales team to effectively and compliantly sell these drugs to providers. But before any sales can be made, training must first take place. Training Industry Quarterly, Fall 2011 / A Training Industry, Inc. ezine /

Table of Contents for the Digital Edition of Training Industry Quarterly - Fall 2011

Training Industry Quarterly - Fall 2011
From Where I Sit: Back to the Basics
Table of Contents
Ad Index
The Learning GPS
Work that Stretches: The Best Teacher
The Promise and Peril of Social Enterprise
Technical Training: How is it Different?
Companies Press 'Play' on Training Games
Redefining the 'e' in e-Learning
Essential Components for Effectively Training a Global Workforce
Five m-Learning Considerations for Your Talent Management Strategy
Instructional Design: Learning Meets Technology
Improving Training: Thinking Like a Game Developer
Casebook: Pfizer: Moving Product Sales Training Online
Why is Mobile Learning Not More Popular?
Tweet Suite
Company News
Closing Arguments: The Three T's

Training Industry Quarterly - Fall 2011