The Medicinman Academy is hosting a three-day intensive pharma sales training certification program in Mumbai on December 17-19, 2012, aimed at enhancing the skills of training managers and front-line managers. The program covers a range of topics including learning and development fundamentals, pharma domain-specific skills, and analytics for training managers, with insights from industry experts and interactive sessions. Participants will leave equipped with actionable strategies to improve medical rep performance and field force effectiveness.

1. Program Schedule
MedicinMan
ACADEMY
Raising the Bar in Field Force Excellence
Pharma Sales Training
Certification Program
For Training Managers, Second-line managers, SFE Managers, and others responsible for
improving Last Mile Connectivity: the performance of Medical Reps and Front-line Managers.
A 3-Day Intensive and Immersive Learning Experience on 17, 18, 19 December 2012 in Mumbai
Learn the Latest Global Training Trends from Top Faculty.

2. Day 1 – Learning and Development Fundamentals for Pharma Sales Trainers
O8:00 - 08:45 Executive Breakfast
Training Gangnam Style
» How to Begin with a ‘WOW!’ & end with an ‘Aha!’
Session 1
» Learning with the Whole Brain: Left-Brain Logic & Right-Brain Magic to
0900-09:40 Anup Soans
Ensure Learning that Lasts.
» Neuroscience and Cognitive Psychology - New ways to understand learner
behavior
Role and Function of Training
Session 2
» What do BU heads expect from Training Managers?
09:45-10:25 Salil Kallianpur
» Training as a strategic function.
» How to build business objectives into your training plans.
Q&A Anup Soans
Expert panel Q & A - Salil Kallianpur & Pankaj Gursahani
10:25-10:45 Moderator
10:45-11:00 Tea Break
Pharma Training - Evolution and Progress
» Training in Pharma – till the 80s, Now and Future Expectations.
Session 3 » Myths and realities related to training.
Pankaj Gursahani
11:00-11:45 » Emerging roles in training.
» Is training a support or lead function?
» Competencies required by sales trainers in today’s context.
Q&A
Q & A – Exploring Trainer Expectations
11:45-12:15
Principles of Adult Learning - Learning is Change in Behavior
Session 4
Anup Soans » What is Training, Facilitation, Coaching and Mentoring
12:15-01:00
» Activity-based Learning
01:00-02:00 Lunch
Emotionally Intelligent Communication Skills: A Session Demonstrating Effective
use of Audio, Video and Kinesthetics - Voice Modulation, Body Language and
Session 5
Anup Soans Probing Skills.
02:00-03:30
» Discovery learning and Empathetic communication for identifying learning
needs of MRs and FLMs – The Key to Ensuring Transfer of Learning
03:30-03:45 Tea Break
Session 6 Group activity – Take home lessons from day 1: What Can I Implement at the
03:45-04:30 Workplace?
04:30-05:00 Summarizing: Brain Rule 1 - Repeat to Remember and Remember to Repeat

3. Day 2 – Pharma Domain Specific Skills for Sales Trainers
O8:00-08:45 Executive Breakfast
New Training Models and Approaches
» Latest innovative modules – Surveying the latest training modules as per the com-
petitive scenario
» How to identify innovative models for enhancing in-chamber performance of
Medical Reps.
Session 1 » Designing training strategies from induction to on-field coaching to continuously
S. Varadrajan
09:00-10:00 improve medical rep skills
» Multi-brand selling – what are the ideal training techniques?
» Effective Time Management for sales trainers
» Exploring e-learning
» Understanding and applying new technology
» Measuring ROI of new training modules
Q&A
Q & A – Expert Panel: Varadrajan and Anup Soans
10:00-10:20
10:20-10:30 Tea Break
Segmentation and Targeting Skills for MRs and FLMs
» Effective segmentation and targeting for Field Force Effectiveness
Session 2
S. Varadrajan » Best practices for effective segmentation and targeting to maximize field force
10:30-11:30
output.
» 3-dimensional and 4-dimensional segmentation to maximize output
Q&A
Q & A – Expert Panel: Varadrajan and Anup Soans
11:30-11:40
» Enabling field force to understand Doctor’s mindset based on Roger’s Curve of
Session 3
Anup Soans Innovation Adoption to ensure better success rates of new product launch and
11:45-12:15
better yield for mature products.
Group Activity on Segmentation and Targeting - Sharpening the S & T Skills of MRs
12:15-01:00 Breakout Session
and FLMs
01:00-02:00 Lunch
02:00-02:15 Anup Soans Right-brain Exercises to Inspire/ Energize Learning Sessions
Dream Land Region Case Study
Session 4.a
Pankaj Gursahani Objective: Real life scenarios to stimulate strategic thinking of Training Managers and
02:15-03:30
test his operational fitness to run the show independently
03:30-03:45 Tea Break
Session 4.b
Case Study continued and capturing implementable lessons
03:45-05:00
05:00 Close

4. Day 3 – How to Design and Deliver an Agile Learning Program that Rocks. The “Wow”
and “Aha” of Learning
O8:00-08:45 Executive Breakfast
Analytics for a Training Manager
» Analytics - a preamble
Session 1
Satya Mahesh » Training need analysis in Pharma - Materials and Methods
09:00-09:45
» Analytical Techniques: When to use ? Which technique to use?
» Which Graph suits my data ?
Q&A
Q&A
09:45-10:00
Tools and Tips for a Training Manger
Session 2 » Analytical tools
Satya Mahesh
10:00-11:00 » Presentation tools
» Every day utilities
Break
Tea Break
11:00-11:15
Half-Time Coach - Developing FLMs
Session 3 » Crafting Job-Descriptions to Identify Learning Needs
Anup Soans
11:15-12:00 » Creating Training Programs Based on Learning Needs
» Writing IDPs
- Module for MR Development
» KA$H - Knowledge, Attitude, Skills, Habits - KA$H = CASH : Overcom-
ing Learner Skepticism - The WIIFM of Learning
Session 4
Anup Soans » What is FDA?
12:00-12:45
» The 80:20 Reality of Making Calls (80% Waiting: 20% Actual Calling)
» The one-minute opener to create impact and expand the window of
opportunity.
Q&A
Q&A
12:45-01:00
01:00-02:00 Lunch
Session 5.a » Action Planning and Designing a Training Program that Rocks
Pankaj Gursahani
02:00-03:15 » Capturing Learning of 3 Days – Take home lessons
03:15-03:30 Break
Session 5.b » Action Planning and Designing a Training Program that Rocks
Pankaj Gursahani
03:30-04:30 » Capturing Learning of 3 Days – Take home lessons
04:30-05:00 » Closing and Awarding of Certificates