Medical Device Sales Training – Time for a face-lift

Medical device sales reps are considered to be amongst the most sophisticated reps globally, as they require strong intellect, skills, and qualification to stay competitive in this industry. With the advent of Internet of Medical Things (IoMT) and disruptive technologies, there is tremendous focus on the way medical device sales training is delivered. Traditional digital learning methods are unable to match pace and requirements of the modern day sales reps and hence it’s time to relook at this training.

Let’s look at some interesting ways to give a face-lift to medical device sales training.

  1. Modernizing legacy courses

The modern day medical sales reps work in an extremely competitive and dynamic market which demands them to have requisite product knowledge at their fingertips. Online training modules developed in legacy tools kills the overall purpose of effective, on-demand sales training. The need is to convert these legacy courses into new, mobile-friendly formats, which the sales reps can access anywhere and anytime.

  1. Creating relevant micro-learning chunks

Medical device sales trainers are increasingly looking at converting lengthy eLearning modules into meaningful micro-learning chunks which can capture key learning objectives. These chunks can be easily pushed via mobile apps to keep the sales reps updated. For e.g. If there are any changes in FDA 21 CFR, specific updates can be easily pushed via mobile app to sales reps.  Another example of this could be delivering key product information chunks to sales reps. These micro-nuggets can come in handy while pitching to their prospects.

  1. Converting ILTs, webcasts, and podcasts to self-paced digital learning products

Medical device sales training can be in multiple forms including ILTs, webcasts, and podcasts. These formats are effective but it’s really difficult to assess the sales reps’ knowledge once they complete them. It’s also challenging for the reps to recall everything they watched or listened to, after a certain span of time. The solution is to convert such ILTs, webcasts, and podcasts into self-paced digital learning products which have assessments. These products can then be delivered to the sales reps as refresher courses at frequent intervals, which could help in content reinforcement.

  1. Converting the courses to meet modern compliance needs

Traditional digital training may deem ineffective if it doesn’t comply with the latest industry regulations. Modern-day medical device sales training is expected to meet different compliance needs like 508, WCAG 2.0 AA, LTI, and xAPI. So, ensure that the training you develop for your sales reps complies with the industry regulations, and is also flexible enough to accommodate any future updates.

Since knowledge is the foundation of medical device sales and practitioners around the world rely on it, it is critical to present it in the most convenient and effective form. I hope the above approaches come in handy when you strategize your medical device sales training.

eLearning Trends to Watch Out For in 2018

2018

I recently participated in two significant eLearning conferences – Learning 2017 and DevLearn. The key purpose of my participation in these conferences was of course to bring Harbinger’s offerings to the forefront. But apart from that, I wanted to network with like minded professionals and also get some insights into the current and forthcoming eLearning trends. Based on my interactions and experiences, I decided to pen down some interesting trends and technologies that were discussed the most. It will be interesting to look out for them in the year 2018.

1. Course Modernization of Legacy Courses

The Flash sunset has been announced for 2020, and with that, it has become crucial for catalog companies to convert legacy Flash courses to HTML5. This entails a huge volume of work to be handled rapidly while following latest design styles, maintaining quality and learner demands. It is critical for every CLO and content director to strategize the successful enablement of this transition while satisfying the customer too.

Talking about Harbinger’s readiness in this regard, we are fully prepared to work with catalog companies to meet their needs of course modernization – HTML5 support on mobile, micro-learning, latest design styles, accessibility support – and all this, regardless of the availability of legacy content source files.

2. User Experience Design as a Part of the Standard Process

Learners expect the same experience while taking up an eLearning courses as they have with their intuitive day to day applications – engaging, gamified and search friendly. eLearning courses are now expected to be designed considering these parameters, to make the overall experience smoother and relevant. The development teams need to focus not just on the project stake holders; but also on learners.

Harbinger’s ideology and approach has always been learner centric. Our user experience design aims to make the learner’s experience engaging, smoother, and impactful.

3. Long Term Vision while Designing Current Courses

CLOs and content directors are looking for solutions which can not only address their current needs but future requirements as well. Activities like addition of analytics to understand user preferences and usage pattern; are becoming significant. Solutions addressing easy course maintenance, flexible upgrade to new technology are being considered and embraced by one and all.

eLearning partners who can provide such end-to-end solutions and also understand backend technology to generate analytics and relevant reports; are the ones you should look out for.

4. Augmented reality (AR)

With iPhone supporting augmented reality, organizations are moving towards embedding AR based eLearning programs in their curriculum for on-boarding modules, value based training, mechanical training, safety training etc. It would be interesting to see how eLearning companies use this technology, which is now available for masses.

Harbinger has also forayed into the implementation of this technology and our highly innovative learning experiences based on Augmented Reality can give a new dimension to your learning and training.

5. Artificial intelligence (AI)

Using Artificial intelligence for improving the eLearning experience would be something interesting to watch out in 2018. This could involve the usage of chatbots where the system learns and responds based on user actions.

Harbinger has also been working on a solution to make the eLearning development process better and faster using AI. We got a chance to showcase this solution at DemoFest 2017, which garnered lot of interest from various product managers and L&D heads. If not mainstream, I am sure we would see lot of progress on companies trying to play their hands with this technology.

Those were my top 5 picks for 2018. What are yours?