Client: Top 3 Global R&D Pharmaceutical Company

Aim

Transform the current ‘average’ use of role-play into a training medium of exceptional quality. Our client was used to using the skills of actors in role-play, but had issues with the investment needed (of time and money) to prepare adequately the people and the logistics. It seemed a costly arrangement that was not achieving its potential..

Solution

Provided a regular specialist ‘squad’ of actors and regularly updated them with training, knowledge and current industry issues
Facilitated days for actors to shadow representatives in the field
Ran workshops with actors taking on the characteristics and behaviours of challenging individuals for the representatives and managers to address specific issues
Provided actors specialised in providing high quality feedback and coaching

Outcome

Our client has seen a measurable improvement in the motivation and confidence of the managers and representatives involved in the pilot, with an increase in sales performance vs target. As a result they have decided to roll out this style of training and coaching nationally.