Client Successes
Managing a Complex Clinical Excellence Sales Training Program
The Challenge
Representatives that handle complex hematological cancer therapies need a level of scientific expertise that is deeper than many sales professionals require. As is often the case, this major pharmaceutical company struggled to develop a curriculum that equipped the sales team to engage in enhanced, patient-centric clinical conversations with healthcare providers, without significantly disrupting their field time. The passion for the project was pervasive, but the resources to get this initiative off the ground and guide it through completion were lacking. Training leadership believed an experienced contract project manager would greatly help in moving this critical initiative forward.
The Solution
Based on its strong history of working with iQue Group for various learning and development engagements, the client asked us to provide a contract project manager with extensive pharmaceutical industry experience. The project manager onboarded in December 2021 and began leading Phase 1 of the project, which involved building out an innovative clinical excellence program focused on the core topics of disease state, clinical diagnostics, treatment, and landscape and product knowledge. Working closely with a cross-functional group of sales reps, district business managers (DBMs), medical science liaisons (MSL), and sales trainers for each of three disease states, she guided this massive curriculum’s completion through periods of significant organizational change. After a well-received pilot program that launched in early 2023, the project manager led a subsequent redesign that streamlined the program, incorporated flexible training tools like podcasts and field-based group application grand rounds, and drove down the training completion timeline by 63 percent.
What our client had to say...
“The development of our continuing education learning journey would not have been possible without the expertise of our project manager from iQue Group. This has been a multi-year, multi-million-dollar initiative that will have a long-lasting positive impact on our business. The partnership with iQue played an integral role in all aspects of this project, from shaping the initial vision to reinvigorating the approach, ensuring clear organization of the dozens of pieces of content that were developed, and everything in between. The iQue team continues to be an important partner that we will look to for significant projects such as this one.”
