One of our clients wanted to train his sales people on products. Most of the inputs that we receive from our stakeholders are all textual information either in the form of MS-Word documents or PowerPoint presentations. It is difficult for the learner to retain the information and too much of on-screen text will overload the learner. What do you do when a large amount of text is given to you? What can you do to reduce a lot of information?
As instructional designers, we should first analyze the content, and then, identify the training needs. The eLearning content should be given based on the learner’s proficiency and provide explanatory feedback which helps them develop and sharpen their skills. Adding scenarios can help the learner to solve real world problems without facing the consequences. In this blog, I’ll share 3 things to do before designing pharmaceutical sales training.
1. Identify Goals
The very first thing you should do is identify the goals. What is it you want your trainees to learn from your module? What are the skills they need to develop in order to perform their everyday work? How can they become better sales representatives?
We suggest adding a “What’s in it for Me?” slide which contains a series of questions that motivate the learner to think whether this is what they are looking for in the module.
2. Add Motivators
As an instructional designer, it is important to evaluate the success of the eLearning program. The best way to make courses more engaging and exciting is to include thought provoking questions which prompt the learner to think. We decided to have a teaser in the form of “Do You Know?” and “Can You Recall?”. We have accompanied the question with explanatory feedback which informs the learner if their answer is correct or incorrect. Feedback for the correct answer re-iterates the answer, and feedback for an incorrect response provides the correct answer.
3. Focus on Content
The ultimate goal of your eLearning course is to help your learners become well-versed with the content, so that they can use new skills on the job. We suggest a clinical application slide in the course. It includes a scenario wherein a sales representative will have a communication with the doctor. We have created a few situations that sales representative might face in a clinic. The scenario enhances their scientific, communication skills in clinic, and also improves the ability to handle queries and objections.
By keeping these 3 things in mind while designing pharmaceutical sales training courses, you can design a highly effective course for medico-sales personnel. Hope you find this post useful. Do share your views.
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