{"id":2194,"date":"2022-12-15T19:34:22","date_gmt":"2022-12-15T19:34:22","guid":{"rendered":"https:\/\/bullcityblue.com\/?post_type=case-study&#038;p=2194"},"modified":"2023-01-06T07:55:27","modified_gmt":"2023-01-06T07:55:27","slug":"building-a-new-hire-training-program-for-experienced-account-specialists","status":"publish","type":"case-study","link":"https:\/\/bullcityblue.com\/case-study\/building-a-new-hire-training-program-for-experienced-account-specialists\/","title":{"rendered":"Building a New Hire Training Program for Experienced Account Specialists"},"content":{"rendered":"\n<h3 class=\"wp-block-heading\">Challenge<\/h3>\n\n\n\n<p>A life science company in an emerging and highly sophisticated therapeutic space was preparing to launch its first ever commercial therapy. The company's training team needed to build a new hire training program for its Account Specialists that would prepare them to face their role's unique challenges, which included:<\/p>\n\n\n\n<ul>\n<li>Working within a dense cross-functional \"matrix\" of colleagues<\/li>\n\n\n\n<li>Interacting with prestigious customers who often serve as thought leaders&nbsp;<\/li>\n\n\n\n<li>Managing accounts in a still-emerging therapeutic space where any two accounts can differ significantly in structure and processes<\/li>\n<\/ul>\n\n\n\n<p>The training team also had to consider the learning needs and preferences of the Account Specialists: each Account Specialist would boast years of experience working in the new therapy\u2019s disease state; the ideal new hire training program would thus \"meet them where they were,\" taking into account the experience and acumen they would bring to the table.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">Insight<\/h3>\n\n\n\n<p>We understood that this learner audience would be best trained in a manner that showed trust for the expertise they already had and respected their time and level of seniority. As such, we helped the training team design a new hire program that minimized seat time and classroom activities and prioritized active, scenario-based, and peer-to-peer learning to prepare the Account Specialists to meet the unique challenges of the role.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">Solution<\/h3>\n\n\n\n<p><strong>The final program included:<\/strong><\/p>\n\n\n\n<ul>\n<li>Dynamic, gamified exercises that allowed the learner to map the processes and customer roles and responsibilities involved in the therapy<\/li>\n\n\n\n<li>Exercises and case studies that prepared the learner to navigate complex clinical discussions while establishing individual and brand credibility<\/li>\n\n\n\n<li>Collaboration-focused simulations designed to \u201cwar game\u201d responding to expected account challenges from a \u201cmatrixed\u201d organization<\/li>\n\n\n\n<li>Structured discussions delivered by highly experienced peers covering different types of treatment centers and the common risks, opportunities, and challenges they represent<\/li>\n<\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\">Results<\/h3>\n\n\n\n<p>The company was extremely pleased with the program\u2019s design and partnered with us to build out the program's content.&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Challenge A life science company in an emerging and highly sophisticated therapeutic space was preparing to launch its first ever commercial therapy. 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