An Example of a Field-based Training Presentation Design Process

SITUATION

?Senior Sales Associates and Marketing Personnel are often asked to conduct training programs on a local basis.?

The audience often ranges in experience from the very inexperienced to the senior associates.

One challenge with this diverse audience is identifying what information to present. If the presentation is too deep you may lose the inexperienced group. If the presentation is too basic you may lose the experienced group due to boredom. ?

The first thing you may want to do is determine if you can split the group into 2 or more sessions. ?

Often this cannot be done so you will need to determine how you want to proceed. ?

The most common approach used during these sessions is Lecture by use of a PowerPoint presentation. ??

This article offers an example of a design process that has been used for this type of presentation. ?

SOLUTION EXAMPLE?

The following program design example will enable you to create a training session that is focused on a specific objective that you want your learners to be able to accomplish at the end of your field-based training sessions. ?

The basic format for this course design example is as follows:?

1.?????Establish a skill based objective

2.?????Create an assessment to test the learner’s ability to achieve the objective

3.?????Develop the body of your learning session with topics or tasks required to ensure the learners can achieve the objective ?

COURSE OBJECTIVE

The format for the Objective listed here illustrates a Scenario-Based format. This format enables the designer to offer an Objective that is realistic. This format often resonates with the learners as they have or will encounter the scenario during their sales activities. ??

You set an appointment with a surgeon using a competitive product. Your goal for the meeting is to identify and agree upon an issue or issues with the competitive product and demonstrate how your product offers a solution to the issue (s)?

PRESENTATION BODY

Identify the topics that are required to enable each of the learners to achieve the objective. The temptation in this section is to include too much. Only include what is necessary. ?

Possible Topics that are based on the Objective stated in this example

1.?????Paper review focused on clinical issue with competitive product

2.?????Competitive Comparison with differentiators

3.?????Design Rationale (Include specific solution to the issue)

Presentation flow:?Address the What, Why and What

1.?????What is it? (This example features a Reverse ?Total Shoulder Arthroplasty)

Example: What is a reverse total shoulder. Do not focus on your product here but rather offer an explanation of ?the components of the Reverse Components. Your product is featured in the third part of this process. ?It is helpful to offer a comparison in this explanation such as a comparison of the Anatomic Total Shoulder vs the Reverse Total Shoulder components. ?

You might show a picture of a total reverse vs. a primary total shoulder and explain the fundamental differences such as glenoid vs. glenosphere, humeral head on stem vs glenosphere on scapula, etc.

2.?????Why does this product exist within the Shoulder Market?

Explain the different pathologies that a Reverse Total Shoulder addresses. For example: One Pathology that a Reverse Total Shoulder can address is the Shoulder with Cuff Tear Arthropathy. ?The product exists as it shifts the function of the shoulder to the Deltoid as one or more sections of the rotator cuff are damaged or torn. ?

Explain how the orientation of components enables the deltoid to function. ?

3.?????What are the design criteria and component offerings of your product?

Explain each component within the system and the rationale for the design. ??

BASIC DESIGN GUIDELINES?

Keep the presentations short and focused only on the information required to enable the learners to attain the objective.?Less is more.

Use the presentation flow highlighted previously?

• 25 – 30 slides (Include only what is needed to achieve the objective)
• 1 -2 graphics per slide (One is optimal)
• If text is required keep it to a minimum (the graphics may be enough to allow you to speak to the topic)
• Use knowledge checks throughout the program. Knowledge checks ensure the learners understand what is being presented.?
• Utilize application-based activities into your programs. Application activities are the most effective way to determine understanding.

To learn more about the VC Field-Based Design Model please contact me at [email protected] ?I will be happy to discuss how this model can be incorporated into your field training. ??

?Marc Vosler is an experienced Sales Professional, Marketer and Sales Educator with 30 years of practical experience within the Medical Device Field .

Marc’s passion lies in assisting clients in the development of Product Launch & Sales Development programs that build the skills and confidence required to succeed in today’s sales environment.

Marc lives in the Midwest with his Family, 1 dog, 2 cats, 3 chinchillas, 1 turtle and an annoying Cockatiel (for sale)