EQUIP YOUR REPS FOR SUCCESS

To turn your sales reps into “Masters of the Message” who can have meaningful interactions with HCPs and be successful in the field, you need to consider the entire Pharma Sales Rep Journey. This journey begins when the rep joins an organization or a new therapeutic area, brand, or new product team, and continues throughout their tenure with the company.

The Pharma Sales Rep Journey can be divided into three phases - Readiness, Mastery, and Autonomy.

THE PHARMA SALES REP JOURNEY

STEP 1: ENSURE REP READINESS

When a pharma rep goes through new hire onboarding, or learns a new product through a launch event or a national sales meeting, they enter the first phase of the Pharma Sales Rep Journey, known as “Readiness.”

In this phase, the rep engages in structured learning, gets certified, and typically receives follow-up training assessments and reinforcement training to ensure retention of new knowledge and skills. This phase, focused on knowledge transfer, is led by Commercial Learning & Development (CL&D), in cooperation with Sales and Marketing.

READINESS CHECKLIST

Home study microlearning in varied formats
Quizzes and assessments
Live training event app with personalized agendas
Gamification and leaderboards

Certifications
Follow-up training assessments
Personalized reinforcement learning
Learning analytics

STEP 2: CULTIVATE REP MASTERY

Following “Readiness,” the rep then goes out into the field, and moves into the second phase of the Pharma Sales Rep Journey, which is “Mastery.” This phase is led by Sales, with support from CL&D. In this phase, the rep and his or her manager are focused on knowledge and skill mastery.

Ride-alongs, observations, field coaching, and roleplay all lend to strengthening the rep’s competence and confidence to sell with impact in the field.

MASTERY CHECKLIST

Competence assessments
Personalized reinforcement learning
Confidence assessments
Actionable Field Coaching Reports (FCRs)

Asynchronous manager roleplay
AI-simulated roleplay
Manager Analytics

STEP 3: SUPPORT REP AUTONOMY

The third and final phase of the Pharma Sales Rep Journey relates to self-sufficiency in the field. This phase is called “Autonomy” and is led by Marketing and Brand. In this phase, it’s all about giving the rep what they need, when they need it.

Voice-enabled, AI-powered search ensures the rep can always get what they need in the fastest and easiest manner. Providing “talk tracks” – key talking points and best practice tips – for core visual aids and clinical reprints gives reps a quick prompt so they can

refresh on important information and messaging in their moment of need, as they prepare for an HCP meeting. Supporting reps in this way encourages the use of the assets and ensures message accuracy when they are out in the field, which results in better HCP access and engagement.

AUTONOMY CHECKLIST

Content tagging by therapeutic area, disease state, product,
or other category
Voice-enabled search for quick answers
on-the-go
AI-powered search pulling only from MLR-approved content

Key talking points and best practice tips
Asynchronous manager roleplay
AI-simulated roleplay