Client Successes
Preparing Field Trainers for a New Role
The Challenge
A pharmaceutical company’s sales and managed markets leadership recognized that in order to enhance the capabilities of field-based associates and nurture top talent, they needed to create a Field Sales Trainer (FST) program. Through their training, coaching and feedback skills, FSTs can significantly impact field associates’ performance on the job. With the FSTs typically in the role for only a two-year rotation, it was important to build their coaching skills right from the beginning in order to give them ample opportunity to practice and apply them to their work.
The Solution
iQue Group was tapped to develop a full-day, interactive Field Trainer Coaching workshop to prepare FSTs to perform a peer coaching role. Part of a new two-day onboarding program, the workshop uses the optimal mix of knowledge acquisition and role play application to help FSTs employ skill-building training techniques; deliver constructive and motivational feedback that is clear, specific and actionable; and coach in a way that encourages associates to take ownership for their development. After a competitive application and interview process, the first cohort of candidates completed the program, giving it very high marks.
What our client had to say...
“The program is very effective in preparing field trainers for their role. By focusing on the most important competencies – and by using engaging content, practical exercises, and a mix of learning modes – the workshop grounded FSTs in the coaching process and challenged them to move beyond their comfort zones. Working with iQue Group was worry-free: They kept an eye on the project interdependencies, but always challenged us in a healthy, productive way. Participants said the program was better than they even expected.”
