Still Doing

Things the

Old Way?

Preparing Pharma Trainers for the Next Generation

Field Force

Time for a

Paradigm Shift…

MedicinMan

Academy “Pharma

Sales Trainers

Certification

Program”

Raising the Bar for Field Force Performance

Who. Experienced faculty with demonstrated

capability and passion for field force excellence.

WHAT. A first-of-its-kind program for Training Managers, Field Sales Managers, SFE

Managers, HR and others responsible for improving the Last Mile Connectivity – the

performance of Medical Reps and Front-line Managers. (Even Product Managers and

Medical Affairs Managers, who want to gain an insight into the learning and development

process, will increase their effectiveness when communicating/training the field force)

WHY. Pharma industry lacks platforms for sharing best practices.

Where. At Mumbai, India’s Pharma Capital

When. 17, 18, 19 December 2012 (Monday, Tuesday,

Wednesday)

How. A unique blend of new approaches in training and

refining established methods.

MedicinMan Academy

Methodology:

Training That

Rocks !

Short lectures of 45 minutes, followed by

participant engagement discussions,

activities, learning by reflecting and

collaborating.

Resources: Pre-program resources and post

program take-away DVD and continued

engagement via Social Media to reinforce

learning. Includes ready-to-use modules that

can be used in the skill development and

behavioral transformation of MRs and FLMs.

This is a basic level program, to be followed

by intermediate and advanced levels in 2013.

Left-Brain Logic meets Right-Brain Magic

: 1. View Training as strategic function for

effective execution of business objectives.

2. Field Force forms largest component of

marketing expenditure and even an

incremental improvement in personal

productivity has large impact on business

revenues.

3. Old methods of Training and Development

need to be supplemented with new research

findings to remain relevant to changing

market dynamics of the 21st century

4. Develop the Essential Skills & Competencies

required for a Trainer

MedicinMan Academy

: 5. An MR waits for 5 hours to make 8 - 10 calls lasting

3 minutes on an average. So effective in-clinic time

is just 30 minutes per day. The time spent between

calls is ideal for learning and development

activities. Hence the importance of adopting new

approach to learning and development, given these

challenges.

6. Improving English Language Skills is a Key Issue

that Impacts the Confidence and Performance of

MRs and FLMs – Learning to Learn New

Languages as an Adult.

7. Understanding Differences between Training,

Facilitation, Coaching and Mentoring

8. Ethos, Pathos and Logos – Understanding

Communication Dynamics. Personal Effectiveness,

Emotional Intelligence, Critical Thinking Skills.

MedicinMan Academy

Engagement / Motivation

Sk

ill L

eve

l

Low

High

Low High

Problem Children

Idler

Coaster

Plodder

Jogger

Cruiser

Striver

Performer

STAR*

1. Create Clear Job Descriptions for Participants

2. Assess Sales Training Needs based on Job Descriptions

3. Set Training Objectives based on Learning Needs

4. Evaluate Training Alternatives

5. Design Sales Training Program

6. Deliver Sales Training Program

7. Conduct Follow-up and Evaluation

8. Give Non Judgmental Feedback and Create Individual

Development Plans

After the Program Participants

Will Know How To:

MedicinMan Academy

Anup Soans has worked as a Medical Rep, Oncology Product Specialist, in Medical Devices Sales and as a Front-line Manager. He moved to medical communications and became the Executive Director and Chief Operating Officer of Medico-Marketing/CME company – IJCP. He was later the Vice President of Quintessence Sciences, world’s largest publisher of CDE. He has worked with some of the world’s leading training companies like Crestcom International, Indian partner of BlessingWhite, USA and Psytech, UK. Anup has written three books for Pharma front-line sales professionals. Anup is the Editor of MedicinMan, India’s first magazine for pharma field force excellence. He has done an MBA program in Human Resources Management from University of Wales. He has trained MRs and FLMs of Allergan, BBraun, Biocon, Carl Zeiss, GSK, Merck Serono, Novartis, Tablets India and several leading IT companies as a Facilitator of the internationally acclaimed MDP – Bullet Proof Manager.

His programs in Brand Drift, FFE 2012, ChPI were rated as excellent by 90% of the audience. Over 6000 healthcare professionals follow his LinkedIn columns.

He has also transformed his Facebook page into a Daily Learning & Development source for pharma sales professionals.

Program Director – Anup Soans

Faculty Profiles

Hanno Wolfram began his career in Pharma in 1974 as a Medical Representative, went through first line management, Director human resources, BU-Head, Area Management Europe, Principal in Management Consulting. Now owning and running Innov8, The Implementation Company, assisting pharma to consistently and coherently implement their finely honed strategies into field forces working in primary and specialist care, Account management and Opinion Leader Management

MedicinMan

Academy

Salil Kallianpur is Commercial Head – Classic

Brands Center for Excellence at GSK.

He has over 18 years of Experience in the

healthcare industry and has worked in marketing

and commercial operations.

Salil is a well-known healthcare blogger and tweeter.

Faculty Profiles

MedicinMan

Academy

Varadrajan is Asst. Director Commercial Excellence at

Merck Serono.

Varadrajan began his career as a Medical Rep and has

worked as a Divisional Manager and Training Manager.

He went on to Head IMS in Sri Lanka. He was Head of

Sales Force Effectiveness at Novo Nordisk, and Head

of Business Effectiveness at Merck. He is a speaker at

several international pharma conferences.

Faculty Profiles

MedicinMan

Academy

Pankaj is Director - Sales Training at AstraZeneca Pharma India Ltd.

Pankaj Gursahani has rich experience is Sales and Marketing as well as

in HR. He is a certified recruitment trainer from DDI, Australia. He has

international “Train-the-Trainer” certification in:

i) SL-II by Ken Blanchard Company, U.S. (2005)

ii) Insights by Insights Learning & development Ltd. U.K (2005)

iii) Talent Development by Novations (2007)

iv) Belbin Team role (2011)

3. Undergone training for Lean Six Sigma - Participated in 3 of most

important projects of Six sigma in 2006-2007

Faculty Profiles

MedicinMan

Academy

Satya Mahesh is Sr. Manager, Systems and Projects at Sanofi, in-

charge of Digital Initiatives, SFE and Analytics.

He is a Pharma Professional with wide and varied experience and

expertise in Sales, Marketing, Sales force Effectiveness (SFE),

Integrated Business analytics , Data warehousing and Business

Intelligence , Forecasting and Digital initiatives. Accomplished

speaker and panelist at national and international pharma fora like

Eyeforpharma, Marcus Evans & CPhI

Faculty Profiles

MedicinMan

Academy

•17, 18, 19, December 2012 (Mon, Tues, Wed)

Program Dates

•Hotel Suba International, Plot 211, Chakala Sahar Road, Andheri (East) Mumbai. (Tel. 02267076777)

Program Venue

• All participating companies sponsoring 3 or more candidates will receive one Privilege Pass for Brand Drift 2013 and FFE 2013 in Feb 2013 – India’s premium events for Pharma Brand Managers and Senior Managers responsible for Field Force Excellence. For details of Brand Drift 2012 and FFE 2012, see March 2012 and July 2012 issues of MedicinMan at www.medicinman.net

Special Offer !

• ` 22,500/- (Inclusive of Breakfast & Lunch) • 100% advance payment to be made by cheque favoring “Knowledge

Ventures” or account transfer to below account.

Program Fees (Incl. of Service Tax)

•Account Name: Knowledge Ventures

•Bank name: ICICI Bank

•Current Account Number:122105500002

•IFSC CODE: ICIC0001221

•Bank Address: ICICI Bank, Malad Link Road Branch, Shop No.6 & 7, Linkway Estate, Malad West, Mumbai 400064.

Payment Details

Registration Form

VISIT

www.medicinman.net

Address:

To know more about the program

and reserve your seats, contact:

Anup Soans, Bangalore

Mob: +91 93422 32949

Email: anupsoans@medicinman.net

Chhaya Sankath, Mumbai

Mob: +91 98674 21131

Email: chayya@medicinman.net

Arvind Nair, Mumbai

Mob: +91 98702 01422

Email: arvindnair@medicinman.net

In Partnership With

Kingpins

Management

Consultancy A Pharma-Focused Search and Headhunting Firm

Contact: Balraj Chandra

balraj@kingpinsindia.com

+91 97690 58671

Pre-Training Material

MedicinMan Academy

FLM Development Resource MR Development Resource

• Performance consulting i.e business partnering & solutioning

• Ensuring sustenance of learning

• TNA process (Langevin)

• Measuring training effectiveness

• Technology enabled learning solutions

Intermediate level

Advanced level

• How to ensure a credible voice

• How to ensure resilience

• How to ensure influence & collaboration

• How to create organizational training

strategy

• How to create a learning curriculum

• How to create course ware (participant guide

& facilitator guide and materials)

• How to create a robust training organization

Highlights of

Intermediate

and Advanced

Level

Certification

MedicinMan

Academy