Training Multiple Levels of Field Staff

Although customer had a relative monopoly in a therapeutic area, they faced increasing competition from both Japanese and foreign companies
Customer was concerned that quality of staff might not be up to the challenge from competitors

Customer had adequate staff numbers, but sales skills in particular were not strong
Customer's own internal training courses were out-of-date and trainers were not qualified to teach modern methodology

Customer asked Quintiles to do an audit of both its staff and trainers
Quintiles identified several key areas - territory planning, call objective setting, and presentation skills - where shortage of skills could be detrimental to company's successful protection of its market share position
Quintiles designed a tailor-made course to be implemented at all levels of Field Staff - at both District Manger and MR level - and "trained the trainers" to teach it
Quintiles helped the customer implement the course throughout Japan

Within three months, all the company's District Managers and MRs received updated training in core areas of need
In-house trainers became qualified to implement future training on their own
Company successfully defended territories against competitors

Quintiles