Censeo Corporation and Nyack, NY-based Unison LLC recently partnered with a leading pharmaceutical company to help launch a new drug through its 1,200-member sales force. Censeoís online, ìaccess from anywhereî assessments, together with UNISONís meeting-based testing and certification technologies, combined to offer an integrated set of metrics ñ metrics used to increase learning throughout the entire field sales training initiative.
The goal of the joint project was to seamlessly bridge the gaps between pre-launch, launch and post-launch learning by tracking the repsí knowledge through the entire continuum from home study through continuous learning. The project involved guiding sales representatives through a series of five home study modules. Censeoís online testing measured the repsí knowledge after each module. Powerful individual feedback was provided to each rep after every test, containing detailed information on how to improve their knowledge. Group analysis tools provided the sales training team with real-time data on how the sales force was progressing during home study.
Upon completion of the home study portion of the training, UNISON consolidated the individual and team scores into a knowledge baseline for the launch event. These metrics were used at the event as a starting point for an on-site knowledge competition. UNISON kiosks with touch screens in 58 rooms across two buildings delivered knowledge assessments on-site, and scores were displayed on leaderboards throughout the venue. UNISONís real-time reporting tracked performance so that struggling sales representatives could be assisted and recertified on-site.
Post launch, Censeoís online assessments continue to support sales representative development in the field, including the automation and documentation of a variety of compliance related activities.
Combining the entire spectrum of assessment results (before, during and after the event) provided the client with data to identify shortfalls, remediate where necessary, and be absolutely confident that the training was effective. Statistics compiled by the clientís Chief Learning Officer indicated that one-third of the $1 billion sales ($300 million) could be directly attributed to the training.
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Censeo Corporation and Nyack partnered with a pharmaceutical company
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