Drug and Device Compliance Boot Camp:

Training the Sales Force

Wednesday, April 11, 2007

About

Ensure that sales representatives are internalizing, comprehending, retaining and applying the critical compliance information you provide

An effective sales force can be your greatest asset, but when sales incentives clash with government prohibitions, that same sales force can become your greatest liability. As the compliance officer, training manager, or in-house counsel, you need to minimize this risk through comprehensive compliance training. And knowing compliance is not enough. You need to know how to:

  • Incorporate adult learning principles to increase knowledge retention by sales reps
  • Use interactive learning techniques to ensure that reps understand the field application of policies
  • Keep accurate training records despite a high turnover rate
  • Respond to the “everybody else is doing it” argument

With these concerns in mind, American Conference Institute has developed this publication for compliance training best practices: Drug and Device Compliance Boot Camp: Training the Sales Force. Adult education experts, top compliance professionals, and key in-house counsel and attorneys for leading pharmaceutical, medical device and biotech companies will identify and outline the most effective components of existing compliance programs, offer insights and guidance on new training methods, and answer your most pressing questions.

Contents & Contributors

About

Ensure that sales representatives are internalizing, comprehending, retaining and applying the critical compliance information you provide

An effective sales force can be your greatest asset, but when sales incentives clash with government prohibitions, that same sales force can become your greatest liability. As the compliance officer, training manager, or in-house counsel, you need to minimize this risk through comprehensive compliance training. And knowing compliance is not enough. You need to know how to:

  • Incorporate adult learning principles to increase knowledge retention by sales reps
  • Use interactive learning techniques to ensure that reps understand the field application of policies
  • Keep accurate training records despite a high turnover rate
  • Respond to the “everybody else is doing it” argument

With these concerns in mind, American Conference Institute has developed this publication for compliance training best practices: Drug and Device Compliance Boot Camp: Training the Sales Force. Adult education experts, top compliance professionals, and key in-house counsel and attorneys for leading pharmaceutical, medical device and biotech companies will identify and outline the most effective components of existing compliance programs, offer insights and guidance on new training methods, and answer your most pressing questions.

Contents & Contributors

Capturing Sales Reps’ Attention Spans While Presenting “Dry” Materials
James Oliver, Datascope Corp (Montvale, NJ)

Training the Sales Force Case Study: AdvaMed Code of Ethics
Dale Hougham, Boston Scientific Corporation (St. Paul, MN)

Developing & Implementing Training for the Sales Force: Why Effective Training is Essential
Jennifer Bragg, King & Spalding LLP (Washington, DC)

Bridging the Gap Between Knowledge and Performance: Using Simulation to Improve Compliance Training Results
Koreen Olbrish, AXIOM Professional Health Learning (Yardley, PA)
Kenneth Ryzner, AXIOM Professional Health Learning (Yardley, PA)

Bringing Compliance Closer to the Front of the Sales Force’s Minds
David Hoffman, Arnall, Golden & Gregory LLP (Atlanta, GA)

Getting Down to Specifics: Training Sales Reps on the Hot-Button VI Issues in Recent Investigations
Darren W. Alch, Cyberonics, Inc. (Houston, TX)
Linda Pissott Reig, Porzio, Bromberg & Newman P.C. (Morristown, NJ)

Getting the Sales Managers on Board with the Compliance Message
Teresa I. Ford, Law Offices of Teresa I. Ford, PC (Houston, TX)

Compliance Training for the Multi-National Sales Force: Tactical Considerations for Developing and Delivering Content
Michael Joachim, Genzyme Corporation (Cambridge, MA)



DOCUMENT TYPES: PRESENTATIONS AVAILABLE: 0