Successfully transform the medical sales force

A dedicated hybrid pathway allowed a smooth transition from one job to the next and enhanced performance in the role for targeted individuals. The pathway was carefully designed based on the gaps to cover between a medical sales representatives and a hospital representative. While some skills were common (including the proper understanding of regulations), new skills had to be learnt and other reflexes had to be unlearnt as they were not necessary anymore. The roll-out, along a full year, included clear steps for the target audience, with: 1- Collective times to get energy from the group in this transition phase and learning the new skills to acquire, like the design of a targeted communication and promotion plan within a hospital for example. Activities were also designed to simulate typical situations in the new role. 2- A dedicated digital pathway also allowed introspection and continuous support along the transition, getting familiar progressively will all topics to master (incl knowledge of the hospital, Staff facilitation, Brief/debrief of speakers, Project management skills…) with the support of a coach. 3- Key times were also organized with a senior Hospital Representative as mentor. The iNNERSHiP project manager (in that case also the facilitator of collective times) was hands on and involved for the success of the programme, ensuring we stayed agile to meet the needs of participants in the transition (respecting their own pace) and of sponsors wanting to make this initiative a success.