MSLs face unique challenges when they step into the role of trainer for sales representatives. MSLs are deeply knowledgeable about clinical information; they often have not been in sales which is very different from KOL engagements. MSLs are crucial in disseminating their knowledge to sales teams, ensuring that the information conveyed is accurate and compelling. Without education in training techniques, these responsibilities can be daunting. This article aims to bridge that gap, providing MSLs with training strategies that are practical, effective, and easy to implement. By enhancing their training skills, MSLs can impact the knowledge and confidence of the sales teams they train, driving better results across the board.
MSLs are asked to conduct training on the Package inset, clinical trial information, Real World Data, and other related clinical information. These training sessions tend to be didactic. Participants memorize the information but struggle to apply it in a sales situation. Here are five strategies to use when asked to develop or facilitate training for the sales team.
Chunking in Adult Learning
Chunking is a widely used strategy that’s beneficial when dealing with complex information or copious amounts of data. This method involves breaking down information into smaller, manageable units or “chunks,” making it easier for learners to process, understand, and remember the content.
Provide the training material into well-organized sections that logically flow from one to the next. Each chunk should focus on a single concept or task. After each section, include activities or discussion questions that allow learners to apply what they have just learned. This practice helps solidify the information and connect it to existing knowledge.
The Impact of Active Learning:
This approach involves the learner directly in the learning process through activities such as discussions, problem-solving, case studies, and hands-on tasks. Active learning helps improve understanding and retention by encouraging learners to apply concepts in practical scenarios. This method leverages the diverse experiences of adult learners and can lead to deeper understanding and enhanced critical thinking skills. While MSLs are not involved in the sales process, they can utilize sales trainers to provide feedback on role-play scenarios using clinical information. They can also leverage their experience with HCP interactions.
By incorporating active learning strategies into their training sessions, MSLs can create a more engaging learning environment. This empowers sales representatives with the knowledge they need and equips them with the skills to apply this knowledge.
Leveraging Storytelling Techniques in Training
Storytelling is a powerful tool that can transform training sessions from mundane to memorable. Stories help to contextualize learning, making it easier for learners to apply knowledge during sales calls. I remember an MSL, who was conducting PI training, shared a story about an adverse event. Years later I remember the story and the relevance to the product. Stories that evoke emotions are more likely to be remembered by participants. MSLs can share firsthand experiences or patient testimonials that highlight challenges and triumphs related to the product. By integrating storytelling techniques into training strategies, MSLs can ensure sales representatives are informed and can apply their knowledge.
The Power of Spaced Repetition in Learning
Spaced repetition is a powerful learning technique that involves spreading learning over several sessions and repeating key information at increasing intervals. This method is crucial for long-term retention and is exceptionally effective because it capitalizes on the psychological spacing effect. Our brains are better at retaining information if learning sessions are spaced out over time, rather than crammed into a single session.
By reviewing information at gradually increasing intervals—starting shortly after the initial learning session, then extending the time before subsequent reviews—this strategy reinforces knowledge and enhances memory retention and recall.
Enhancing Training Through Feedback and Reflection
Regular feedback allows learners to understand their progress and areas for improvement. Encouraging reflection on what has been learned and how it applies to their work can deepen understanding and encourage continued learning. Feedback and reflection are critical components of training.
Conclusion
We explored training strategies for MSLs. Often without training on adult learning strategies, MSLs face the challenge of ensuring their training is engaging and educational. We discussed several strategies to enhance training including Chunking, Active Learning, Storytelling, Spaced Repetition Feedback, and Reflection.
By integrating these strategies, MSLs can deliver training that imparts knowledge, and empowers sales representatives to utilize the information, driving better performance and outcomes.
About the author:
Keith Willis
Keith Willis is the President of Core Management Training. His experience includes sales, sales leadership, operations, and sales training in diverse therapeutic areas. He has worked with several large pharmaceutical companies including Ciba Geigy, Johnson and Johnson, Wyeth, Pfizer, Otsuka, and Bristol Myers Squibb. Keith utilizes his rich experience to offer tailored solutions that empower clients from various sectors to achieve excellence in their performance.
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