How can medical sales reps with different educational backgrounds receive effective training?

In my experience, if you are not an expert -and I mean someone with more knowledge than the person in front of you, you have no chance of meaningful dialogue. Learn more, speak less! Ask good questions to generate meaningful dialogue.

Medical representative promote and sells pharmaceutical products to healthcare specialists, such as doctors and pharmacists. They provide information about various products' benefits, usage and dosage. They also help to build professional relationships with practitioners to increase product awareness and sales.

One of the most important steps in training is the assessment of strengths points to be maximised and gaps to tailor the right and optimum road map for the training way and process.

Considero que este punto # 1. es clave, con base a la evaluación de las fortalezas y debilidades del representante médico, se puede lograr una capacitación efectiva, en todos los ámbitos, que involucra el cargo y esto incluye: - Formación adecuada de productos con manuales y evaluaciones de los mismos. actualizaciones de guias, estudios, artículos entre otros. - Clínical data: Relevante para presentar de manera adecuada, estudios clínicos a los profesionales médicos. -Técnicas de ventas( Habilidades efectiva de comunicación). - Disc: Estilo personal del profesional de salud. - Análisis de data: Close Up, IMS, tableau. -Planes de acción. - Desarrollo de habilidades gerenciales.

To have an effective training one must ensure that first, hiring & selection criteria are established to secure the right candidates for training. This should ensure that right people goes to training.The training design must also be based on the predecided content based on the 'need to know information' necessary to do the job and the required competencies, skills necessary to be an effective MR.Trainers must know which are Need to Know vs. Nice to Know in order to focus and avoid distraction.Heavy simulations is paramount to ensure that transferred knowledge are acquired, applied and competences developed.Of all the competences, Relationship-building must be on top.Finally,a Revalida must be done to ensure all stakeholders are onboard.

Training shouldn’t be a one size fits all process. The trainees have to be sorted according to the points of development to tailor a relevant training program for each group.

Training should not be a one-time event but an ongoing process. The right resources support continuous learning and improvement, helping sales reps stay relevant and effective in their roles.

For me, the top 3 best training resources are: 1- Onsite Training: Arrange onsite visits to medical facilities or laboratories to give reps firsthand experience with the environments where they will be selling products (real scenarios/real products). 2- Interactive Webinars: Conduct interactive webinars that cover essential medical knowledge, sales strategies, and product details. This format allows reps to ask questions and engage in discussions. 3- Simulations and Role-playing: Simulate real-world scenarios through role-playing exercises. This helps reps practice effective communication and problem-solving skills in a controlled environment. For sure, they are going to contribute to improve sales reps skills and their motivation too.

Training selection and uptakes will depend on factors such as 1. attitude of the candidate 2. ease of acquisition of knowledge 3. Applicability that is knowledge transferable when it comes to the actual job, so in-house and job training will be ideal.

To enhance the effectiveness of Medical Representatives Training, consider incorporating interactive simulations, real-world case studies, and continuous feedback mechanisms. Additionally, focus on hands-on practical scenarios to reinforce learning and encourage ongoing professional development.

Dont over burden the reps with very difficult words. Just make them understand in the language they understand. Robot generation leads frustration. Let them breath and on job coaching is key to success. Training is not one time tool. It is a daily process

Adaptar o treinamento à realidade e cultura local, adaptar também o treinamento de acordo com a área de atuação do time de representantes. Trabalhar com cases que sejam o mais próximo da realidade do representante. Por fim, não ficar somente na teoria e sim ter atividades práticas, com certo grau de dificuldade e ser o mais realista possível. Assim o treinamento será dinâmico e não será cansativo para os ouvintes.

To train medical sales reps with different backgrounds, create a program that mixes medical basics, sales methods, and industry info. Use hands-on activities, real-life examples, and role-playing. Keep training ongoing with webinars and resources. Tailor it to each person for a well-rounded approach.

Use what you know, and never stop growing your knowledge both deep and wide. Don’t be afraid to say “I don’t know, but I will find out for you”. A wrong answer in healthcare sales can hurt not just your credibility…it can hurt people. When you find the answer, research and understand it. You don’t need to know everything about everything, but the more you know about your thing the more value you will bring to your physicians and customers, and especially to patients.

To ensure the application of learning in Medical Reps training, establish ongoing mentoring programs, encourage regular field interactions, and provide opportunities for role-playing. Incorporate practical, real-life scenarios into the training to simulate the challenges they may face. Continuous assessments and feedback can reinforce the application of knowledge in real-world situations.

Seeking feedback and support for effective training should start before training to be able to design the best schedule and passing through the training sessions with continous feedback about what is happening ending with evaluation feedback about the training after finishing to keep continuous improvement for trainer and trainees

Try to make the training session more interactive ,quote live examples which are easy to remember, add humor to key prepositions so that they become easy to remember and use easy vocabulary in the training sessions Also plan live field trainings and set example by objection handlings and call closures Try to focus on assertive body language, genuine approach and maintaining regularity in calls Then focus on value addition to the call and market research Actually it is an ongoing exercise which needs to be monitored regularly and sharing feedback

First step effective training preferably on the job training or must conduct mock calls. Let him understand technical terms or products USP which help to give him more confidence. Provide him immediate solution for the problems whcih he is facing in field without any huddle.

Lo importante de esto es aprender tanto de lo bueno como de lo mal, pero más aún el buscar en el entorno correcto en pocas palabras y en lenguaje sencillo cada oveja con su pareja, buscar retroalimentacion con grupos relacionados donde por supuesto sumen más que restar a tu desarrollo

Being open to feedback about my sales or service is something both the customer and I value. It is how we meet each other at the common ground. Proactively ask “What can be done better?” “How can we improve?”

Tener una capacitación efectiva en la industria farmacéutica es algo que requiere de mucha constancia, ya que vivimos en un entorno de Salud donde la evolución, y la aparición de novedades es constante. Para que un delegado de visita médica pueda lograrlo en primer lugar tiene que mantener el compromiso y la intención de ver, preguntar y analizar de sus conversaciones diarias, que necesidades tiene para, desde ahí tratar de buscar por los distintos medios a su alcance, toda la información que le permita ampliar su conocimiento y permanecer actualizado. Solo aquel que busca cada día logra una capacitación efectiva!

Effective Training includes: Introduction to the Role Product Knowledge Selling and Communication Skills Market and Competitor Analysis Pharmaceutical Regulations and Compliance Territory Management and Planning Professional Development

Continual learning and growth are vital in the evolving field of medical sales. Staying updated on industry developments, embracing challenges, and revising your training plan regularly demonstrate a proactive approach to career development. Adapting to new opportunities ensures ongoing effectiveness in a dynamic and competitive environment.

Keep learning and growing, should be a very important aim to be applied starting from last training sessions and planned evaluation of the training in cooperation with trainees, manager and other related sections of the organization to ensure maximizing the benefits

Los beneficios de tener formación actualizada de tus productos es muy beneficiosa, todo lo que se pueda solucionar con clientes en el momento de la entrevista es poder llegar más fácilmente a obtener los objetivos. Preguntar y volver siempre es menos beneficioso. Obviamente no se puede saber todo, pero sí cadi todo

The biggest benefit of effective training isn’t success in the field. In medical sales, the biggest benefit is the confidence that is instilled from effective training - especially clinically. To go into any situation, from sales calls with a physicians to being in live surgeries, feeling confident not just in knowing your product but in knowing the —> procedure, —> anatomy, —> pre/post case follow up, —> etc. is so invaluable to the medical sales rep.

The primary advantage of proficient training lies in its capacity to enhance the confidence levels of medical representatives, who serve as the frontline ambassadors for pharmaceutical companies. As pivotal conduits between the marketing strategy formulation and its practical application in the field, the representatives play a crucial role. Elevated confidence levels empower them to adeptly address inquiries from healthcare professionals (doctors) and patients, thereby distinguishing their products from competitors. Additionally, well-trained representatives are equipped to extract valuable market feedback, which proves instrumental for the marketing team in refining strategies and ensuring the success of their products

One of the most important aspect would be standardization of training protocols and pre-assessment tests to gauze pre-training understanding and then tailor the training as per the needs of the trainees.

Training begins with your induction into pharma sales as a successful “Medical sales representative”. This training course whether online or offline will teach you the function and structure, pharmacology, medication management, ethics, and pharmaceutical marketing practices you'll need for Pharmaceutical Representative Certification.

Mi punto de vista es que un representante bien preparado cuenta con estabilidad necesaria para contribuir con la empresa que representa y en lo personal da temas de charla con sus clientes.

Going to basic continuesly The basic knowledge is the real difference between different educational backgrounds It is abscent with some and faded with other Going back to basics and linking to current practices is a key in effective training

These days, MR needs to be equipped with the knowledge of current affairs, economies, sports and knowledge in the field of medical evolution. Relationship building with the knowledge based customers, requires the similar level of communication and information data that they wish to discuss during interaction. For such mindfulness, Medical reps need training on etiquettes, communication and a push or environment to gain knowledge and information from the company other than the knowledge on their products to offer. Company should engage the team to have frequent trainings on how to dress, eat, travel and communicate with the customers Medical Reps with good communication and professional behavior lead to earn respect and distinction

Considero que hoje a indústria farmacêutica tem diversos profissionais de diferentes formações . A importância de um alinhamento sobre o posicionamento correto de um produto é essencial ( target , mensagem chaves , amostras ….) . Contudo cada representante tem de ter sua marca própria , alinhando a mensagem correta ao profissional , mas adequando ao perfil do mesmo . Afinal hj a relação H2H é a que prevalece na nossa vida e na minha opinião na nossa profissão também .

Post-COVID, leverage virtual and blended learning formats for Medical Reps Training. Utilize interactive online modules, virtual simulations, and e-detailing techniques. Incorporate remote coaching and mentoring, emphasizing digital communication skills. Tailor content to address evolving healthcare landscapes and emphasize adaptability. Implement asynchronous learning modules for flexible schedules. Prioritize digital tools for product presentations and data analysis. Foster a collaborative online community for knowledge sharing and peer support. Regularly update training content to align with the latest industry trends and regulations.

Trabajar tu reputación y tus resultados en ventas en este sector ha de ir en tres direcciones: * Hacia tu cliente estreno (personal sanitario al que visitas) * Hacia tu cliente interno ( otros departamentos de soporte dentro de la organización para la que trabajes) * Hacia tus competidores Las mejores oportunidades profesionales han venido de una de estas tres fuentes , y me siento muy orgullosa y agradecida por ello