VirtualFieldRide

The scenario

Participants play the role of a rising star at D3 Pharmaceuticals recently selected to takeover the management of the Midwestern Medical Group account, a high priority multi-specialty physician group. With an aggressive goal of growing the account, they will need to carefully work through research, account planning, and customer engagement decisions to make an immediate impact. This is a high stakes role and an incredible opportunity with a huge potential upside if they can expand their influence and grow this account.

Skills Assessed & Improved

Preparation

In the first chapter, reps are brought up-to-speed on their new account with a variety of information, including market data, internal formulary data and crucial customer and physician details.

Territory planning

Next, reps are tasked with devising a routing plan for their territory based on their review of provider prescribing information and a formulary grid. They’ll respond to emails and calls from colleagues, with the goal of developing a prioritized plan for visiting and engaging provider offices across the territory.

Customer engagement

In the final chapter reps will participate in a series of interactions that challenge their customer engagement skills as they work to gain access and move forward with various providers, ideally using a customer-focused approach.

An activity flow designed to engage

Warm up

You are tasked with getting up to speed on your new territory by reviewing resources.

First insights

You are asked to share insights and share your recommendations on how to grow the territory.

Hands on!

You are challenged to begin formulating a territory plan that prioritizes physicians to call on.
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Further your plan

Further planning is done in your CRM to ensure opportunities/barriers are known and next steps are accurate.

Overcome gatekeepers

You are tasked with navigating gatekeepers in an attempt to secure time with physicians.

Meet a physician

You conduct meetings with physicians to learn about decision criteria and try to increase prescribing behavior.

Get feedback

Your manager in this virtual role provides feedback on your progress along the way.

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Know your strenghts and weakness

Detailed feedback is provided for each decision made. You will receive a tailored coaching report with learning resources.

Take advantage of digital coaching and performance data analysis

Performance heatmaps and 
data analysis

Performance Heatmaps give leaders a birds-eye view of team and individual performers across each of the specific sub-skill categories.

Immediate participant coaching

Digital Coach provided upon completion to review strengths and weaknesses. Provides the participant with a detailed breakdown of their performance along with guidance for how they could improve. Self-study materials are also provided to address key areas of need.

Consultative analysis

Subject matter experts review performance and extrapolate findings from a business-focused perspective. Connects simulation findings into real-world performance issues. Provides actionable recommendations for improving performance by focusing development efforts on critical behaviors.

Manager tools

Assess performance and take action. Management dashboards provide visibility into employee activity and performance. For performance measurement initiatives, tailored coaching plans to support organizational growth.

Let's get something started.

We'd love to hear what you're up to, and put our minds together to work some magic. It all starts with a conversation.