Pgv Seminar Leaders Guide

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Pgv Seminar Leaders Guide

  1. 1. Pope Global Ventures Break Out of the Pack 53 Facilitator’s Guide –1–
  2. 2. Pope Global Ventures Break Out of the Pack Introduction This facilitator’s guide is based on the most recent and innovative adult learning principles. It is intended to: • Systemize the delivery and content of the training session • Expedite the planning, preparation, and delivery of the training session • Maintain consistency in the quality of instruction from one facilitator to another Facilitators will find this guide user-friendly. A full description of the learning objectives, instructional materials, and time required is included. The instruction steps are formatted as follows: • Left column – Reproduction of PowerPoint slides used in the workshop delivery and noted in the facilitator’s script • Center column – Graphical facilitator’s prompts (eg, discussion, group activity, role play), facilitator’s script (including direction) actions, questions, suggestions, and so forth Facilitator’s Guide –2–
  3. 3. Pope Global Ventures Break Out of the Pack The facilitator’s prompt icons in the center column of the guide are illustrated below: LCD Projector Group Activity Role Play To Say Question and Answer Key Points Facilitator’s Guide –3–
  4. 4. Pope Global Ventures Break Out of the Pack Break Out of the Pack; Break Into the World of Pharmaceutical Sales Learning Objectives • Identify the traits of the “High performing pharmaceutical sales professional” • Define current non-pharma sales positions that can lead to pharmaceutical opportunities • Identify the most effective resume format to differentiate your experience and past performance • Effectively respond to STAR or SAR questions during the interview • Define and understand the expectations of a pharmaceutical sales professional • Create a Personal Game Plan (PGP) and strategy to access pharma opportunities Materials Needed • Facilitator’s guide • PowerPoint slides • Participant handouts (notes pages of powerpoint) • LCD projector • 2 flip charts with easels, markers, and tape • Support materials: – Resume templates – Examples of STAR and SAR questions – Personal Game Plan (PGP) Worksheets Total time: 8 hours (8:30-4:30) Facilitator’s Guide –4–
  5. 5. Pope Global Ventures Break Out of the Pack Summary Time Subject Length Welcome, Objectives, and Agenda 20 Guidelines 10 Introductions 30 Break 15 Traits of the High Performer 30 Foundations: Team Activity 30 Break 15 Resumes and Cover Letter 60 Lunch 60 Interview Skills and Spotlight 90 Break 15 A Day in the Life 45 Personal Game Plan/Resources 45 Closing Remarks/Program Feedback 15 Facilitator’s Guide –5–
  6. 6. Pope Global Ventures. Break Out of the Pack Slide 1 Step 1: Use Slides 1-6 Welcome the participants, review Objectives, Agenda and Guidelines. Slide 1: Walk-in slide. Slide 2 Slide 2: Use this slide during the welcome Pope Global Ventures “Break Out of the Pack And Break Into the World of Pharmaceutical Sales” Sales” Slide 3 Objectives Slides 3 and 4: Review the objectives for the seminar  Upon completion of the workshop, participants will:  Identify the traits of the “High performing pharmaceutical sales professional” professional”  Define current non-pharma sales positions non- that can lead to pharmaceutical opportunities  Identify the most effective resume format to differentiate your experience and past performance Facilitator’s Guide –6–
  7. 7. Pope Global Ventures. Break Out of the Pack Slide 4 Slide 4: Objectives continued; Objectives  Effectively respond to STAR or SAR After reviewing the Objectives (slides 3 and 4) for the seminar; it is recommended that questions during the interview you ask the participants what their objectives for the day are. Flipchart their responses  Define and understand the expectations of a pharmaceutical sales professional and post on the wall.  Create a Personal Game Plan (PGP) and strategy to access pharma opportunities Slide 5 Agenda 8:30-4:30 8:30-  Welcome  Lunch Slide 5: Review the agenda for the day  Objectives/Intros  Interviewing skills  Traits of the High  A Day in the Life Performing SP  Personal Game Plan  Preferable experience  Available Resources  Resume formats  Wrap-Up Wrap- Slide 6 Guidelines Slide 6: Review Guidelines. Ask the participants what it means to “Focus on the  Aerobic participation  Seek to learn (focus on the donut) Donut”. This means to not focus on the “hole”. Look for ways that the  OK to disagree ideas will work for you. Emphasize the remaining guidelines.  Respect and learn from the opinions of others; be honest with yourself  Turn off all cell phones/blackberries  Play hard and have fun Facilitator’s Guide –7–
  8. 8. Pope Global Ventures. Break Out of the Pack Slide 7 Step 2: Introductions Introductions  Partner with another participant Slide 7: Instruct the participants to select a partner. They now have 5 minutes each to  Each person take 5 minutes to interview interview their partner by asking the following questions: their partner  Name  Current vocation 1. What is your name?  Why pharmaceuticals?  Each participant will introduce their partner 2. What is your current job? to the group 3. Why pharmaceuticals? Slide 8 After 10 minutes, ask for partner volunteers to come to the front of the class and introduce their partner based on the answers to their questions. Continue until all participants have been introduced by their partner. Pope Global Ventures Once the participants have been introduced, allow the facilitators to give a brief introduction of themselves. Slide 8: Allow a quick break (10-15 minutes) 8 During the break, facilitators should take the opportunity to meet each participant individually, welcome them to the seminar and find out more about them. Slide 9 Step 3: Traits of the High Performer Pope Global Ventures Traits of the High Performer Slide 9: Transition to “Traits of the High Performer” Comment on the importance of building Trust through Character; your motives and how you approach your customer and Competence; including product knowledge an Facilitator’s Guide –8–
  9. 9. Pope Global Ventures. Break Out of the Pack Slide 10 Facilitator Note: It is recommended that you embellish the bullets in each of these Traits of the High Performer categories with your won personal experience.  Demonstrated performance in current or prior position  Exceeds and meets job expectations  Special projects/additional responsibilities or Slide 10: Demonstrated performance in current or prior position. Review bullets. contributions As the facilitator, you can choose to have a participant read each bullet  Demonstrated progression in position aloud. Ask the participants why and if they think this is important. Point out that past behavior is the best predictor of future performance. Slide 11 Traits of the High Performer Demonstrated performance in current or prior position Slide 11: Ability to work independently. This is a great place to point out the self-   Ability to work independently  Strong work ethic discipline required to perform as a pharmaceutical sales professional.  Minimal supervision  Disciplined approach  Ability to work in a highly regulated industry  High energy Slide 12 Traits of the High Performer  Demonstrated performance in current or prior position Slide 12: Strong planning and organizational skill. Point out the sales professional  Ability to work independently to analyze data reports, create a territory management plan(TMP) that  Strong planning and organization skill  Ability to organize and understand data effectively reaches their top targets and manage a budget.  Ability to create and maintain work plan  Ability to meet internal reporting expectations  Budget management Facilitator’s Guide –9–
  10. 10. Pope Global Ventures. Break Out of the Pack Slide 13 Slide 13: Demonstrate versatility. Ask the group how they would define Traits of the High Performer versatility? How can a person improve their ability to be versatile?   Demonstrated performance in current or prior position Ability to work independently Define versatility for the group. Versatility is the ability to demonstrate  Strong planning and organization skill flexibility to deal with change, difficult situations or people who are  Demonstrated versatility  With customers unlike yourself.  With the team  With the business approach  With challenging situations Slide 14 Traits of the High Performer   Demonstrated performance in current or prior position Ability to work independently Slide 14: Self-actualized. The ability to self manage, willingness to learn and   Strong planning and organization skill Demonstrated versatility accept responsibility for their performance. Willing accepts and acts on  Self Actualized feedback provided. Proactively identifies and acts on areas of self-  Willingness to learn  Abilityto understand and communicate development. complex information  Willing to accept coaching and feedback Slide 15 Slide 15: Ask a participant to read the statement on the slide., then ask the group Traits of the High Performer “What do you think this means?” “The way to become a high performer is to learn to behave like a high performer” performer” Facilitator’s Guide – 10 –
  11. 11. Pope Global Ventures. Break Out of the Pack Slide 16 Slide 16: Review the Traits of the High Performer. Ask the group to self-actualize Traits of the High Performer and write down two areas of development that they think applies to  Demonstrated performance in current or themselves. Once they have written them down, ask who would be prior position  Ability to work independently willing to share their observations  Strong planning and organization skill  Demonstrated versatility  Self Actualized Slide 17 Foundations Slide 17: Foundations. Divide the group into teams of 3-4 participants. Have the  Team Activity teams identify entry-level positions that would allow them to gain  Break into teams of 3-4 participants 3-  Based on the “Traits of High Performers” just Performers” experience with the traits previously discussed. Allow about 15 minutes presented; identify entry level positions or even specific companies that would allow you for this interaction. Then, have each team present the results of their to gain experience in those areas. (15 minutes) collaboration.  Each team will report back to the group with their results. Slide 18 Foundations Page 10  Pharmaceutical companies look for Slide 18: Use this slide to interact with the group and reinforce the results of their candidates with the following experience  Science/biology/medical background team collaboration. The facilitator should reflect on their personal  RN; PRN; Med Tech, etc.  Competitive Outside sales experience.  Office equipment/supplies  Marketing  Customer service/sales  Enterprise Leasing, Disney, Coca-Cola Coca-  Business Development Facilitator’s Guide – 11 –
  12. 12. Pope Global Ventures. Break Out of the Pack Slide 19 Slide 19: Allow a 15 minute break. Pope Global Ventures Slide 20 Step 4: Resumes: Slide 20-32 will review effective resume content and formats. Resumes Slide 20: Transition slide to resumes. Facilitator will take this opportunity to emphasize the importance of a professional, easy to read resume that catches the eye of “Your Ticket to the Dance” Dance” the reviewer. Slide 21 Resumes Do’s and Don’ts Do’ Don’ DO: Don’t: Don’  Always be truthful  Provide accurate info,  Make it wordy and difficult to read Slide 21: Quick review of the Dos and Don’ts of writing a resume. Ask for input including dates, successes and reasons  Use smaller font to get more on a page from the group on each of the points. for transitions  Over-sell your experience Over-  Create a flow or abilities  Keep it brief; bullets, not  Be dishonest; companies narrative will discover the truth  Use spell-check and spell- Proof read Facilitator’s Guide – 12 –
  13. 13. Pope Global Ventures. Break Out of the Pack Slide 22 Resume Formats Slide 22: Introduce the resume formats. Ask the participants if they are familiar  Chronological with the different formats. The facilitator can share some of their personal  Functional  Hybrid-modern resume Hybrid- experience with reviewing resumes. Point out that it is important to have a resume that is accurate and easy to read. If available, hand out *Google “resumes” for templates and resumes” examples of each of the 3 formats to be discussed. examples of each format 22 Slide 23 Chronological Resume  Job history is organized with most recent listed first Slide 23: Review the slide, describe a Chronological resume  Job titles and employers are emphasized  Duties and accomplishments are described in detail  Career goals are clearly defined; job objectives are aligned with work history 23 Slide 24 Chronological Resume When to Use  Your recent employers and/or job titles are impressive  You are staying in the same industry Slide 24: Review the best use of a Chronological Resume. Ask for input from  Your job history shows progress participants. Ask, When would you not use this format? 24 Facilitator’s Guide – 13 –
  14. 14. Pope Global Ventures. Break Out of the Pack Slide 25 Page 10 Chronological Resume When Not to Use Slide 25: Review and discuss slide content.  You are changing career fields  You have changed employers frequently  You want to de-emphasize age de-  You have gaps in employment 25 Slide 26 Functional Resume Slide 26: Define and describe a Functional Resume. Ask, when would this format be  Skills and accomplishments developed appropriate? through work and experiences are highlighted  Skills and potential can be stressed  Lack of experience or gaps in work history can be de-emphasized de- 26 Slide 27 Functional Resume When to Use  You want to emphasize skills not used in Slide 27: Review bullets to reinforce previous discussion. Ask the participants when previous work history  You are changing careers or re-entering they think it would not be appropriate to use this format? re- job market  You have a variety of unrelated work experiences  Your work has been free-lance, consulting free- or temporary in nature 27 Facilitator’s Guide – 14 –
  15. 15. Pope Global Ventures. Break Out of the Pack Slide 28 Page 10 Functional Resume When Not to Use Slide 28 : Use bullet points to reinforce previous discussion.  You have little work or leadership experience  You want to emphasize promotions and career growth  You are working in traditional fields where it is advantageous to highlight employers 28 Slide 29 Slide 29: Define and discuss Hybrid-Modern resume format. Hybrid-Modern Resume Hybrid-  Combines the elements of functional and chronological formats  Presents a pattern of accomplishments in a “Qualifications Summary” Summary”  Contains a brief work history and education summary  Utilize to promote your most marketable skills 29 Slide 30 Resume Content Check Slide 30: Use this slide to reinforce Key Points for resume content. Contact Section Who are you and how can you be reached? Objective Statement What do you want to do? Experience Section What can you do? Education Section What have you learned? Employment Section What have you done? 30 Facilitator’s Guide – 15 –
  16. 16. Pope Global Ventures. Break Out of the Pack Slide 31 Page 10 Slide 31: Review slide content. Encourage discussion by asking for the participants Resume Key Words input on why these words are beneficial or not. Point out that a lot of  Good  Avoid companies utilize a program to screen resumes by selecting key words  Teamwork  Assist, contribute found in the resume that match the job requirements.  Flexibility/versatility  Support  Detail Oriented  Successfully  Self-motivated Self-  Responsible for  Self-managed Self-  Interface, synergistic  Energetic and other “buzzwords” buzzwords” 31 Slide 32 Slide 32: Stress the importance of the Cover Letter. This is where the applicant can The Cover Letter customize their experience and abilities with the stated job requirement.  Customized  Opportunity to match the stated job requirements with your experience and abilities  Every submission of your resume should include a personalized cover letter 32 Slide 33 Pope Global Ventures Slide 33: Ask if there are any questions up to this point. Break for lunch. Inform the participants to return in one hour. 33 Facilitator’s Guide – 16 –
  17. 17. Pope Global Ventures. Break Out of the Pack Slide 34 Step 5: Slides 34-41; Prepare the participants to shine in the interview process. Interview Skills Slide 34: Transition slide. Discuss the importance of interviewing skills. Ask for input from the group on their experience to date. What has gone well? Any negative experiences? 34 Slide 35 Interview Preparation Research the company Key points. Review bullets. Solicit comments and input from the   Familiarize yourself with the products Slide 35:  Contact references inside the organization participants  Contact personal references  Dress the part 35 Slide 36 Interview Preparation  Prepare a list of questions you would like to have answered when given the opportunity  Why is the territory vacant? Slide 36: What questions do you have going into the interview? Review the bullets Can you tell me about the training process? and ask for comments. Ask the participants if they have other questions   How does the company measure success?   Will you be my manager? What do you value most in those you manage? they would like to ask?  When are you planning to make your decision?  What is the next step? 36 Facilitator’s Guide – 17 –
  18. 18. Pope Global Ventures. Break Out of the Pack Slide 37 Slide 37: Cover the bullets. Invite comments or questions. Interview Preparation  Be prepared to discuss  Specificsituations related to your education and/or experience that support the traits previously discussed  Salary expectations  Possible start dates  Relocation, if applicable 37 Slide 38 Selling Yourself Slide 38: Cover the bullets. Invite comments or questions.  Demonstrate confidence  Handshake  Appropriate eye contact  Voice inflection  Facial expressions  If there are multiple interviewers, speak with all of them, not just the person asking the question 38 Slide 39 What to Expect?  Phone screen plus a series of interviews Slide 39: Review the importance of understanding the STAR and SAR questioning   Interviews may involve multiple interviewers Behavior Based Interview format. Give some examples. Roleplay with participant to demonstrate  STAR questions how to respond to this form of questioning.  Situation, Task, Action and Result  SAR questions  Situation, Actions and Results  Offer contingent on background check and drug screen 39 Facilitator’s Guide – 18 –
  19. 19. Pope Global Ventures. Break Out of the Pack Slide 40 Page 10 Key Points Slide 40: Review key points  Be prepared  Be confident  Be yourself  If this is the position you want; CLOSE 40 Slide 41 “Spotlight” Interview Slide 41: The facilitator has a choice to ask a participant to spotlight an interview Spotlight” roleplay or demonstrate an abbreviated interview with another facilitator. If you choose to select a participant, it is recommended you arrange this activity during lunch, request a resume from the participant so you can prepare the interview. 41 Slide 42 Pope Global Ventures Slide 42: Allow a 15 minute break. 42 Facilitator’s Guide – 19 –
  20. 20. Pope Global Ventures. Break Out of the Pack Slide 43 Page 10 Step 6: Slides 43-46; What is expected? A typical day in the life of the sales professional. Slide 43: Transition slide Facilitator Note: Facilitator should share personal insight on each of the following slides. A Day in the Life 43 Slide 44 A Day in the Life  Planning  Plan your day, appointments & walk-ins walk-  Objective 8-12 calls per day 8-  Check e-mail and voicemail e- Slide 44: Emphasize the importance of planning. Invite input from participants.  Prepare materials and/or samples for the day  Make note of any special events scheduled  Conference calls  Breakfast or Lunch programs  Dinner Programs  Shipments/deliveries 44 Slide 45 A Day in the Life  Implementation  Pre-call Pre- plan for each call  Review history  Call  Post-call Post- objective documentation Slide 45: Discuss implementation. Ask for input from participants.  Sample and documentation management  Paper system  Automated 45 Facilitator’s Guide – 20 –
  21. 21. Pope Global Ventures. Break Out of the Pack Slide 46 Page 10 Step 7: Slides 46-51; Develop Personal Game Plan (PGP) Slide 46: Transition slide. Emphasize the importance of identifying areas of growth, action items and plans. Personal Game Plan 46 Slide 47 Personal Game Plan Slide 47: Instruct the participants to complete the assignment by writing down their  Based on the “Traits of the High Performing Sales Professional” responses to the bullets. Allow 15 minutes for this exercise. Once the Professional”  Identifyyour strengths participants are finished, ask for volunteers to share their results.  Identifyyour areas for development  Define action plans to address developmental areas 47 Slide 48 Personal Game Plan Slide 48: Once several participants have share their plans, review the bullets on slides 48 and 49.  Update your resume  Have it reviewed by at least 3 people  Practice writing cover letters  Practice interviewing  Contact your references, make them aware of your intentions 48 Facilitator’s Guide – 21 –
  22. 22. Pope Global Ventures. Break Out of the Pack Slide 49 Slide 49: Review bullets. Encourage input and participation. Personal Game Plan  Network  Identify contacts  Speak to current sales professionals  Visit an independent pharmacy  Identify headhunters specific to the industry  Post your resume on job sites and company web sites 49 Slide 50 Slide 50: Review bullets. Ask participants if they are aware of additional resources? Resources  Books  Be Bright, Be Brief, Be Gone: Career Essentials for Pharmaceutical Representatives by David Currier  Insider’s Guide to the World of Pharmaceutical Sales by Jane Williams  How to Break Into Pharmaceutical Sales: A Headhunter’s Strategy by Tom Ruff 50 Slide 51 Slide 51: Review bullets. Ask participants if they are aware of additional resources? Resources  Websites  Monster  CareerBuilders  SalesLadders  BioSpace  Pop Global Ventures 51 Facilitator’s Guide – 22 –
  23. 23. Pope Global Ventures. Break Out of the Pack Slide 52 Slide 52: Recap the day. Ask the participants to share their “Greatest Take- away”.Close with your comments. Wish the participants luck with their Pope Global Ventures job search. Hand out program feedback forms. 52 Slide 53: Walk-out slide Slide 53 Facilitator’s Guide – 23 –
  24. 24. Pope Global Ventures. Break Out of the Pack Facilitator’s Guide – 24 –

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