BMS
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300

pharmaceutical sales representatives trained using Memory Anchoring®

97 %

of participants achieved the set objectives for the final assessment

5/5

is the grade BMS would give Woonoz if they had to evaluate us

“97 % of the participants achieved the objectives we had set for the final assessment. We are very proud of the results”

Isabelle Barrand

Associate Director – Sales force training

Company: BMS, Bristol-Myers Squibb

Sector: Pharmaceutical industry

Number of employees: 2,300 employees in France

Client’s requirements: Maintain the level of BMS employees’ scientific knowledge

Training plan content: Product specifications, properties and sales arguments

Type of training: anchoring of knowledge

What were your requirements?

Given the high stakes in our industry our employees and in particular our sales representatives must have in-depth knowledge in their field. They need to be on par with the doctors. As health professionals we need to ensure that our teams are up to date with the latest scientific information. Since 2015, the French Health Authorities have made this a mandatory requirement that we need to enforce of course, but that we must also be able to prove. We had to implement a training programme that could guarantee an excellent level of knowledge for all our employees, whether they are new recruits or experienced staff. In addition to learning technical knowledge, we also train them to our “Sales representatives’ charter of best practices” i.e. how they must conduct themselves when visiting doctors and medical practices.

We needed to implement a training programme that could guarantee an excellent level of knowledge for all our employees, whether they are new recruits or experienced staff.

 

 

What training plan did you implement?

A few years ago we proposed an e-learning solution to our staff but the programme did not echo positively and turned out to deliver disappointing results. We didn’t give up though and decided to give it a second chance. This time we turned to Woonoz who introduced us to their Memory Anchoring®. engine. Their test module was brilliant and Woonoz literally won over the entire management team. As a result, our new training plan was rolled out to our 300 sales reps. In order to facilitate its implementation internally we provided our staff with digital tablets. This means that they were able to practice on theirs iPads, which they really appreciated of course.

Before turning to Woonoz we had proposed an e-learning solution to our staff but the programme did not echo positively and turned out to deliver disappointing results.

 

 

Why did you turn to Woonoz?

From the start we were drawn to the impressive results and fun approach of the solution proposed by Woonoz. The fact that participants could also continue their training off-line was also important to us, as this is suited to our reps scheduling requirements. They would be able to log on from any location and in particular from the doctors’ practices where they often have to wait for a long time. Putting this waiting time to use was something that really appealed to them. Another positive aspect is the learning dashboard. This is a great asset, both for the trainees and for us, as we can follow the progress made by our teams between the initial assessment and the final test. Finally, last but not least, Woonoz’ solution works a bit like a coach: it tells you what to do, and when to do it, which is a real asset when you are seeking to optimise performance.

From the start we were drawn to the impressive results and fun approach of the solution proposed by Woonoz. The fact that participants could also continue their training off-line also seemed quite interesting.

 

 

What about the results?

Thanks to Woonoz and their Memory Anchoring® engine, 97 % of participants obtained a score of 80 % or higher at the final assessment test that addressed some very difficult subjects! We are very proud of the results. Moreover, there was a real competitive spirit for this project. The teams actually enjoyed training and even challenged each other! In terms of organisation, we now call upon external trainer-doctors and Woonoz’ solution only. Woonoz’ programme is viewed as a participative tool that is convivial and pleasant to use. It fits in perfectly with are new training plan. Our trainers continuously interact with the teams concerning the content of the programme, which means we have an excellent working environment. Woonoz has successfully turned what was a mandatory requirement into something much less tedious. In addition, working with Woonoz is a real pleasure. We experienced no technical issues, they are very responsive, respectful and pleasant. If I had to give them a grade that would be a definite 5/5.     

Working with Woonoz is a real pleasure. We experienced no technical issues, they are very responsive, respectful and pleasant. If I had to give them a grade that would be a definite 5/5.

 

 

What are your projects for the future?

We have rolled out Woonoz’ solution in France. Given the impressive results we would like to deploy it on an international scale. But we’ll need to exchange with our Training Managers in other countries first in order to introduce them to the Memory Anchoring® solution and present them with the results it has achieved for us. I think it is really important that we also keep Management involved, as they need to communicate on the implementation of the tool and its importance for the company. For our part, the support we received from our Management was an essential key to the successful implementation of the new training programme, another important key was trust. Woonoz is a real partner. It was important for us to listen to the suggestions put forward by Woonoz teams and to be forthcoming with them. The more we exchange on how we operate, the more effective the programme can be.

It is important to listen to the suggestions put forward by Woonoz teams and to be forthcoming with them. The more we exchange on how we operate, the more effective the programme can be

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