"Transforming Pharma Training: Engaging Your Sales Team Like Never Before"

One of your key responsibilities in Medical Affairs, among the myriad of tasks, is ensuring that the sales team is well-equipped with the latest data. But, let's be honest, the last thing you want is to be met with a room full of eye-rolls, glazed looks, and that collective "do we have to be here" mentality. We get it, and we've been there too.

We've all sat through training sessions where our interest waned faster than a shooting star. It's a feeling we wouldn't wish on our worst enemy, let alone our own teams. So, how do you transform this scenario into one where your team not only gets the information but retains it and leaves enthused?

It's about making the training experience all about them, and to do do that you need to make it interactive. Keep reading for some tips below!

I must confess, I've got a soft spot for training. I even got myself a "Train the Trainer" certification back in the day, right after stepping into the world of Pharma. Over the years, I've delivered and attended numerous training sessions, and I can tell you that the key to success is making it engaging.

So, here's a prescription for making training on data more captivating:

Before The Session

• Pre-Read Summaries:

  Send out the relevant papers or data in advance and ask your team to summarise the key information using a simple worksheet. It gets them engaged and thinking ahead.

• Consider Objections:

  Ask your colleagues to consider potential objections to the data. This way, you're not just delivering information but also addressing potential roadblocks they might face from customers.

During The Session

• Start With An Ice-Breaker:

  A good ice-breaker keeps things light and sets a positive tone. It’s like the spoonful of sugar that makes the medicine go down.

• Define Objectives:

  Ask your team about their objectives for the session. This not only keeps them engaged but also ensures you're on track to meet their expectations.

• Encourage Questions:

  Let your team know that questions are not only allowed but encouraged. It fosters a more open and engaging atmosphere.

• Interactive Polls:

  For larger groups, interactive polls can work wonders. They keep everyone involved and allow you to gauge understanding.

• Key Point Bingo:

  Using the summaries that they created, ask your teammates to mark off the points you cover in your presentation, and to take a note of any they didn’t have. It's like a treasure hunt for knowledge. (I used this particular approach at the beginning of lock-down for virtual team training and it worked like a charm).

• Poster Presentation:

  This can be an individual or a team effort. Have them summarise key points in a poster and present it back to the group. Encourage others to ask questions and test their knowledge.

• Product Attributes As A Soft Drink:

  Get creative. Ask participants to imagine your product as a soft drink and describe its attributes accordingly. It's fun and helps with competitor training.

• Role Playing:

  Role-playing is especially handy when dealing with competitor training or new data. It allows your team to immerse themselves in the subject matter.

• Debate:

  Organise a friendly debate. Let teams argue for your product or a competitor's. It can be informative and rather entertaining.
  

After The Session

• Recall And Summarise:

  To ensure the information is truly embedded, go over it again or ask your team to recall it. Summarise the key takeaways to reinforce the learning.

• Rapid Fire Quiz:

  Nothing spices things up like a quiz. Whether it's in person, online, or gamified with software, a little friendly competition can work wonders.

• Multiple Choice Questions:

  Use word documents, Google Forms, or specialised software to create multiple-choice questions. They're an effective way to test and reinforce knowledge.

Remember, it's not just about delivering information; it's about making it an experience. By focusing on your team and their needs, you can turn any training session from a dreaded obligation into a sought-after opportunity for growth. 

If you are finding it challenging to keep your colleagues engaged in training and want support with training or training materials and would like to chat to us about how we can you have them clamour for more! drop us an email at Info@wolfmedical.ie or book at a call using the button at the top of the page.

Happy training! 🚀💡