Breaking in Pharmaceutical Sales Seminar, copyright property of PGV, LLC_ Contact to access.

1. Pope Global Ventures Break Out of the Pack
53
Facilitator’s Guide –1–

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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. Pope Global Ventures. Break Out of the Pack
Facilitator’s Guide – 24 –