pgv seminar leaders guide

Pope Global Ventures Break Out of the Pack

Facilitator’s Guide – 1 –


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



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



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)



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


Pope Global Ventures. Break Out of the Pack

Slide 1

Slide 2

Pope Global VenturesPope Global Ventures

““Break Out of the PackBreak Out of the PackAndAnd

Break Into the World of Pharmaceutical SalesBreak Into the World of Pharmaceutical Sales””

Slide 3

ObjectivesObjectives

Upon completion of the workshop, Upon completion of the workshop, participants will:participants will: Identify the traits of the Identify the traits of the ““High performing High performing

pharmaceutical sales professionalpharmaceutical sales professional””

Define current nonDefine current non--pharmapharma sales positions sales positions that can lead to pharmaceutical opportunitiesthat can lead to pharmaceutical opportunities

Identify the most effective resume format to Identify the most effective resume format to differentiate your experience and past differentiate your experience and past performanceperformance

Step 1: Use Slides 1-6 Welcome the participants, review Objectives, Agenda and Guidelines.

Slide 1: Walk-in slide.

Slide 2: Use this slide during the welcome

Slides 3 and 4: Review the objectives for the seminar



Slide 4

ObjectivesObjectives

Effectively respond to STAR or SAR Effectively respond to STAR or SAR questions during the interviewquestions during the interview

Define and understand the expectations of a Define and understand the expectations of a pharmaceutical sales professionalpharmaceutical sales professional

Create a Personal Game Plan (PGP) and Create a Personal Game Plan (PGP) and strategy to access strategy to access pharmapharma opportunitiesopportunities

Slide 5

AgendaAgenda8:308:30--4:304:30

WelcomeWelcome

Objectives/IntrosObjectives/Intros

Traits of the High Traits of the High Performing SPPerforming SP

Preferable experiencePreferable experience

Resume formatsResume formats

LunchLunch

Interviewing skillsInterviewing skills

A Day in the LifeA Day in the Life

Personal Game PlanPersonal Game Plan

Available ResourcesAvailable Resources

WrapWrap--UpUp

Slide 6

GuidelinesGuidelines

Aerobic participationAerobic participation

Seek to learn (focus on the donut)Seek to learn (focus on the donut)

OK to disagreeOK to disagree

Respect and learn from the opinions of Respect and learn from the opinions of others; be honest with yourselfothers; be honest with yourself

Turn off all cell phones/blackberriesTurn off all cell phones/blackberries

Play hard and have funPlay hard and have fun

Slide 4: Objectives continued;

After reviewing the Objectives (slides 3 and 4) for the seminar; it is recommended that you ask the participants what their objectives for the day are. Flipchart their responses and post on the wall.

Slide 5: Review the agenda for the day

Slide 6: Review Guidelines. Ask the participants what it means to “Focus on the Donut”. This means to not focus on the “hole”. Look for ways that the ideas will work for you. Emphasize the remaining guidelines.



Slide 7

IntroductionsIntroductions

Partner with another participantPartner with another participant

Each person take 5 minutes to interview Each person take 5 minutes to interview their partnertheir partnerNameName

Current vocationCurrent vocation

Why pharmaceuticals?Why pharmaceuticals?

Each participant will introduce their partner Each participant will introduce their partner to the groupto the group

Slide 8

88


Slide 9


Traits of the High PerformerTraits of the High Performer

Step 2: Introductions

Slide 7: Instruct the participants to select a partner. They now have 5 minutes each to interview their partner by asking the following questions:

1. What is your name?

2. What is your current job?

3. Why pharmaceuticals?

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.

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)

During the break, facilitators should take the opportunity to meet each participant individually, welcome them to the seminar and find out more about them.

Step 3: 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



Slide 10


Demonstrated performance in current or Demonstrated performance in current or prior positionprior positionExceeds and meets job expectationsExceeds and meets job expectations

Special projects/additional responsibilities or Special projects/additional responsibilities or contributionscontributions

Demonstrated progression in positionDemonstrated progression in position

Slide 11


Demonstrated performance in current or prior positionDemonstrated performance in current or prior position

Ability to work independentlyAbility to work independentlyStrong work ethicStrong work ethic

Minimal supervisionMinimal supervision

Disciplined approachDisciplined approach

Ability to work in a highly regulated industryAbility to work in a highly regulated industry

High energyHigh energy

Slide 12



Ability to work independentlyAbility to work independently

Strong planning and organization skillStrong planning and organization skillAbility toAbility to organize and understand dataorganize and understand data

Ability to create and maintain work planAbility to create and maintain work plan

Ability to meet internal reporting expectationsAbility to meet internal reporting expectations

Budget managementBudget management

Facilitator Note: It is recommended that you embellish the bullets in each of these categories with your won personal experience.

Slide 10: Demonstrated performance in current or prior position. Review bullets. As the facilitator, you can choose to have a participant read each bullet 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: Ability to work independently. This is a great place to point out the self- discipline required to perform as a pharmaceutical sales professional.

Slide 12: Strong planning and organizational skill. Point out the sales professional to analyze data reports, create a territory management plan(TMP) that effectively reaches their top targets and manage a budget.



Slide 13




Strong planning and organization skillStrong planning and organization skill

Demonstrated versatilityDemonstrated versatilityWith customersWith customers

With the teamWith the team

With the business approachWith the business approach

With challenging situationsWith challenging situations

Slide 14





Demonstrated versatilityDemonstrated versatility

Self ActualizedSelf ActualizedWillingness to learnWillingness to learn

Ability to understand and communicate Ability to understand and communicate complex informationcomplex information

Willing to accept coaching and feedbackWilling to accept coaching and feedback

Slide 15


““The way to become a high The way to become a high performer is to learn to behave performer is to learn to behave

like a high performerlike a high performer””

Slide 13: Demonstrate versatility. Ask the group how they would define versatility? How can a person improve their ability to be versatile? Define versatility for the group. Versatility is the ability to demonstrate flexibility to deal with change, difficult situations or people who are unlike yourself.

Slide 14: Self-actualized. The ability to self manage, willingness to learn and accept responsibility for their performance. Willing accepts and acts on feedback provided. Proactively identifies and acts on areas of self-development.

Slide 15: Ask a participant to read the statement on the slide., then ask the group “What do you think this means?”



Slide 16


Demonstrated performance in current or Demonstrated performance in current or prior positionprior position



Demonstrated versatilityDemonstrated versatility

Self ActualizedSelf Actualized

Slide 17

FoundationsFoundations

Team ActivityTeam ActivityBreak into teams of 3Break into teams of 3--4 participants4 participants

Based on the Based on the ““Traits of High PerformersTraits of High Performers”” just just presented; identify entry level positions or presented; identify entry level positions or even specific companies that would allow you even specific companies that would allow you to gain experience in those areas. (15 to gain experience in those areas. (15 minutes)minutes)

Each team will report back to the group with Each team will report back to the group with their results.their results.

Slide 18

FoundationsFoundations

Pharmaceutical companies look for Pharmaceutical companies look for candidates with the following experiencecandidates with the following experienceScience/biology/medical backgroundScience/biology/medical background

RN; PRN; Med Tech, etc.RN; PRN; Med Tech, etc.

Competitive Outside salesCompetitive Outside salesOffice equipment/suppliesOffice equipment/supplies

MarketingMarketingCustomer service/salesCustomer service/sales

Enterprise Leasing, Disney, CocaEnterprise Leasing, Disney, Coca--ColaCola

Business DevelopmentBusiness Development

Slide 16: Review the Traits of the High Performer. Ask the group to self-actualize and write down two areas of development that they think applies to themselves. Once they have written them down, ask who would be willing to share their observations

Slide 17: Foundations. Divide the group into teams of 3-4 participants. Have the teams identify entry-level positions that would allow them to gain experience with the traits previously discussed. Allow about 15 minutes for this interaction. Then, have each team present the results of their collaboration.

Slide 18: Use this slide to interact with the group and reinforce the results of their team collaboration. The facilitator should reflect on their personal experience.


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Slide 19


Slide 20

ResumesResumes

““Your Ticket to the DanceYour Ticket to the Dance””

Slide 21

ResumesResumesDoDo’’s and Dons and Don’’tsts

DO:DO:

Always be truthfulAlways be truthful

Provide accurate info, Provide accurate info, including dates, including dates, successes and reasons successes and reasons for transitionsfor transitions

Create a flowCreate a flow

Keep it brief; bullets, not Keep it brief; bullets, not narrativenarrative

Use spellUse spell--check and check and Proof readProof read

DonDon’’t:t:

Make it wordy and difficult Make it wordy and difficult to readto read

Use smaller font to get Use smaller font to get more on a pagemore on a page

OverOver--sell your experience sell your experience or abilitiesor abilities

Be dishonest; companies Be dishonest; companies will discover the truthwill discover the truth

Slide 19: Allow a 15 minute break.

Step 4: Resumes: Slide 20-32 will review effective resume content and formats.

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 the reviewer.

Slide 21: Quick review of the Dos and Don’ts of writing a resume. Ask for input from the group on each of the points.



Slide 22

2222

Resume FormatsResume Formats

ChronologicalChronological

FunctionalFunctional

HybridHybrid--modern resumemodern resume

*Google *Google ““resumesresumes”” for templates and for templates and examples of each formatexamples of each format

Slide 23

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Chronological ResumeChronological Resume

Job history is organized with most recent Job history is organized with most recent listed firstlisted first

Job titles and employers are emphasizedJob titles and employers are emphasized

Duties and accomplishments are Duties and accomplishments are described in detaildescribed in detail

Career goals are clearly defined; job Career goals are clearly defined; job objectives are aligned with work historyobjectives are aligned with work history

Slide 24

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Chronological ResumeChronological ResumeWhen to UseWhen to Use

Your recent employers and/or job titles are Your recent employers and/or job titles are impressiveimpressive

You are staying in the same industryYou are staying in the same industry

Your job history shows progressYour job history shows progress

Slide 22: Introduce the resume formats. Ask the participants if they are familiar with the different formats. The facilitator can share some of their personal 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 examples of each of the 3 formats to be discussed.

Slide 23: Review the slide, describe a Chronological resume

Slide 24: Review the best use of a Chronological Resume. Ask for input from participants. Ask, When would you not use this format?



Slide 25

2525

Chronological ResumeChronological ResumeWhen When NotNot to Useto Use

You are changing career fieldsYou are changing career fields

You have changed employers frequentlyYou have changed employers frequently

You want to deYou want to de--emphasize ageemphasize age

You have gaps in employmentYou have gaps in employment

Slide 26

2626

Functional ResumeFunctional Resume

Skills and accomplishments developed Skills and accomplishments developed through work and experiences are through work and experiences are highlightedhighlighted

Skills and potential can be stressedSkills and potential can be stressed

Lack of experience or gaps in work history Lack of experience or gaps in work history can be decan be de--emphasizedemphasized

Slide 27

2727

Functional ResumeFunctional ResumeWhen to UseWhen to Use

You want to emphasize skills not used in You want to emphasize skills not used in previous work historyprevious work history

You are changing careers or reYou are changing careers or re--entering entering job marketjob market

You have a variety of unrelated work You have a variety of unrelated work experiencesexperiences

Your work has been freeYour work has been free--lance, consulting lance, consulting or temporary in natureor temporary in nature

Slide 25: Review and discuss slide content.

Slide 26: Define and describe a Functional Resume. Ask, when would this format be appropriate?

Slide 27: Review bullets to reinforce previous discussion. Ask the participants when they think it would not be appropriate to use this format?


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Slide 28

2828

Functional ResumeFunctional ResumeWhen When NotNot to Useto Use

You have little work or leadership You have little work or leadership experienceexperience

You want to emphasize promotions and You want to emphasize promotions and career growthcareer growth

You are working in traditional fields where You are working in traditional fields where it is advantageous to highlight employers it is advantageous to highlight employers

Slide 29

2929

HybridHybrid--Modern ResumeModern Resume

Combines the elements of functional and Combines the elements of functional and chronological formatschronological formats

Presents a pattern of accomplishments in Presents a pattern of accomplishments in a a ““Qualifications SummaryQualifications Summary””

Contains a brief work history and Contains a brief work history and education summaryeducation summary

Utilize to promote your most marketable Utilize to promote your most marketable skillsskills

Slide 30

Slide 28 : Use bullet points to reinforce previous discussion.

Slide 29: Define and discuss Hybrid-Modern resume format.

Slide 30: Use this slide to reinforce Key Points for resume content.


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3030

Resume Content CheckResume Content Check

What have you done?What have you done?Employment SectionEmployment Section

What have you learned?What have you learned?Education SectionEducation Section

What can you do?What can you do?Experience SectionExperience Section

What do you want to What do you want to do?do?

Objective StatementObjective Statement

Who are you and how Who are you and how can you be reached?can you be reached?

Contact SectionContact Section



Slide 31

3131

Resume Key WordsResume Key Words

GoodGood TeamworkTeamwork

Flexibility/versatilityFlexibility/versatility

Detail OrientedDetail Oriented

SelfSelf--motivatedmotivated

SelfSelf--managedmanaged

EnergeticEnergetic

AvoidAvoid Assist, contributeAssist, contribute

SupportSupport

SuccessfullySuccessfully

Responsible forResponsible for

Interface, synergistic Interface, synergistic and other and other ““buzzwordsbuzzwords””

Slide 32

3232

The Cover LetterThe Cover Letter

CustomizedCustomized

Opportunity to match the stated job Opportunity to match the stated job requirements with your experience and requirements with your experience and abilitiesabilities

Every submission of your resume should Every submission of your resume should include a personalized cover letterinclude a personalized cover letter

Slide 33

3333


Slide 31: Review slide content. Encourage discussion by asking for the participants input on why these words are beneficial or not. Point out that a lot of companies utilize a program to screen resumes by selecting key words found in the resume that match the job requirements.

Slide 32: Stress the importance of the Cover Letter. This is where the applicant can customize their experience and abilities with the stated job requirement.

Slide 33: Ask if there are any questions up to this point. Break for lunch. Inform the participants to return in one hour.


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Slide 34

3434

Interview SkillsInterview Skills

Slide 35

3535

Interview PreparationInterview Preparation

Research the companyResearch the company

Familiarize yourself with the productsFamiliarize yourself with the products

Contact references inside the organizationContact references inside the organization

Contact personal referencesContact personal references

Dress the partDress the part

Slide 36

3636


Prepare a list of questions you would like to Prepare a list of questions you would like to have answered when given the opportunityhave answered when given the opportunity Why is the territory vacant?Why is the territory vacant?

Can you tell me about the training process?Can you tell me about the training process?

How does the company measure success?How does the company measure success?

Will you be my manager?Will you be my manager?

What do you value most in those you manage?What do you value most in those you manage?

When are you planning to make your decision?When are you planning to make your decision?

What is the next step?What is the next step?

Step 5: Slides 34-41; Prepare the participants to shine in the interview process.

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?

Slide 35: Key points. Review bullets. Solicit comments and input from the participants

Slide 36: What questions do you have going into the interview? Review the bullets and ask for comments. Ask the participants if they have other questions they would like to ask?



Slide 37

3737


Be prepared to discussBe prepared to discussSpecific situations related to your education Specific situations related to your education

and/or experience that support the traits and/or experience that support the traits previously discussedpreviously discussed

Salary expectationsSalary expectations

Possible start datesPossible start dates

Relocation, if applicableRelocation, if applicable

Slide 38

3838

Selling YourselfSelling Yourself

Demonstrate confidenceDemonstrate confidenceHandshake Handshake

Appropriate eye contactAppropriate eye contact

Voice inflectionVoice inflection

Facial expressionsFacial expressions

If there are multiple interviewers, speak with If there are multiple interviewers, speak with all of them, not just the person asking the all of them, not just the person asking the questionquestion

Slide 39

3939

What to Expect?What to Expect?

Phone screen plus a series of interviewsPhone screen plus a series of interviews Interviews may involve multiple interviewersInterviews may involve multiple interviewers

Behavior Based InterviewBehavior Based InterviewSTAR questionsSTAR questions

Situation, Task, Action and ResultSituation, Task, Action and Result

SAR questionsSAR questionsSituation, Actions and ResultsSituation, Actions and Results

Offer contingent on background check and Offer contingent on background check and drug screendrug screen

Slide 37: Cover the bullets. Invite comments or questions.

Slide 38: Cover the bullets. Invite comments or questions.

Slide 39: Review the importance of understanding the STAR and SAR questioning format. Give some examples. Roleplay with participant to demonstrate how to respond to this form of questioning.



Slide 40

4040

Key PointsKey Points

Be preparedBe prepared

Be confidentBe confident

Be yourselfBe yourself

If this is the position you want; CLOSEIf this is the position you want; CLOSE

Slide 41

4141

““SpotlightSpotlight”” InterviewInterview

Slide 42

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Slide 40: Review key points

Slide 41: The facilitator has a choice to ask a participant to spotlight an interview 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.

Slide 42: Allow a 15 minute break.


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Slide 43

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Slide 44

4444


PlanningPlanningPlan your day, appointments & walkPlan your day, appointments & walk--insins

Objective 8Objective 8--12 calls per day12 calls per day

Check eCheck e--mail and voicemailmail and voicemailPrepare materials and/or samples for the dayPrepare materials and/or samples for the dayMake note of any special events scheduledMake note of any special events scheduled

Conference callsConference callsBreakfast or Lunch programsBreakfast or Lunch programsDinner ProgramsDinner ProgramsShipments/deliveriesShipments/deliveries

Slide 45

4545


ImplementationImplementationPrePre--call plan for each callcall plan for each call

Review historyReview history

Call objectiveCall objective

PostPost--call documentationcall documentation

Sample and documentation managementSample and documentation managementPaper systemPaper system

Automated Automated

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.

Slide 44: Emphasize the importance of planning. Invite input from participants.

Slide 45: Discuss implementation. Ask for input from participants.


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Slide 46

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Slide 47

4747


Based on the Based on the ““Traits of the High Traits of the High Performing Sales ProfessionalPerforming Sales Professional”” Identify your strengthsIdentify your strengths

Identify your areas for developmentIdentify your areas for development

Define action plans to address developmental Define action plans to address developmental areasareas

Slide 48

4848


Update your resumeUpdate your resumeHave it reviewed by at least 3 peopleHave it reviewed by at least 3 people

Practice writing cover lettersPractice writing cover letters

Practice interviewingPractice interviewing

Contact your references, make them Contact your references, make them aware of your intentionsaware of your intentions

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.

Slide 47: Instruct the participants to complete the assignment by writing down their responses to the bullets. Allow 15 minutes for this exercise. Once the participants are finished, ask for volunteers to share their results.

Slide 48: Once several participants have share their plans, review the bullets on slides 48 and 49.


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Slide 49

4949


NetworkNetworkIdentify 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

Slide 50

Slide 49: Review bullets. Encourage input and participation.



5050

ResourcesResources

BooksBooksBe Bright, Be Brief, Be Gone: Career

Essentials for PharmaceuticalRepresentatives by David Currier

Insider’s Guide to the World ofPharmaceutical Sales by Jane Williams

How to Break Into Pharmaceutical Sales: AHeadhunter’s Strategy by Tom Ruff

Slide 51

5151

ResourcesResources

WebsitesWebsitesMonsterMonster

CareerBuildersCareerBuilders

SalesLaddersSalesLadders

BioSpaceBioSpace

Pop Global VenturesPop Global Ventures

Slide 50: Review bullets. Ask participants if they are aware of additional resources?

Slide 51: Review bullets. Ask participants if they are aware of additional resources?



Slide 52

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Slide 53

Slide 52: Recap the day. Ask the participants to share their “Greatest Take-away”.Close with your comments. Wish the participants luck with their job search. Hand out program feedback forms.

Slide 53: Walk-out slide


pgv seminar leaders guide

Documents

pope global

pope global

pharma sales

personal game

pharmaceutical

reinforce

high performerdemonstrated

high performer