{"id":73187,"date":"2025-01-07T16:44:49","date_gmt":"2025-01-07T14:44:49","guid":{"rendered":"https:\/\/www.ipsen.com\/?p=73187"},"modified":"2025-01-07T16:44:52","modified_gmt":"2025-01-07T14:44:52","slug":"four-programs-one-goal-exploring-ipsens-commercial-learning-development-opportunities","status":"publish","type":"post","link":"https:\/\/www.ipsen.com\/culture\/four-programs-one-goal-exploring-ipsens-commercial-learning-development-opportunities\/","title":{"rendered":"Four programs, one goal: exploring Ipsen\u2019s Commercial Learning &amp; Development opportunities"},"content":{"rendered":"\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-1 wp-block-columns-is-layout-flex\"><\/div>\n\n\n    <section class=\"title-text \">\n        <div class=\"container\">\n            <div class=\"title-text-inner\" style=\"background-color:#DBEAF5;\">\n                <!-- If heading is enabled then it's visible -->\n                <div class=\"text-head-dash hidden\">\n                                            <span class=\"dash\"><\/span> \n                        <p class=\"heading-para\">\n                                                    <\/p>\n                                        \n                <\/div>\n\n                <!-- If subtitle is enabled then it's visible -->\n                <div class=\"text-head-dash hidden\">\n                                            <h2 class=\"heading-para\">\n                                                    <\/h2>\n                    \n                <\/div>\n                \n                <!-- If description is enabled then it's visible -->\n                <div class=\"text-parbase visible\">\n                    <p><p>How do you build best-in-class Commercial Learning &amp; Development programs? We go behind the scenes with the experts: Guillermo Castillo Acero, Head of LATAM and General Manager of Brazil; Audrey Bergeron, Commercial Training Technology Manager, Global; and Marina D\u2019Ascoli, Commercial Training Manager (Italy).<\/p>\n<\/p>\n                <\/div>\n\n                <!-- If button is enabled then it's visible -->\n                \n            <\/div>\n        <\/div>\n    <\/section>\n\n\n\n<p>When it comes to learning and development, Guillermo Castillo Acero\u2019s watchword is alignment. \u201cAny successful program must align with the overall strategy,\u201d says the Head of LATAM and General Manager of Brazil. \u201cThat was ground zero when we started developing Ipsen\u2019s Commercial Learning &amp; Development programs.\u201d<\/p>\n\n\n\n<p>Through collaboration between global and local teams, Ipsen has created centralized programs for its international field force, preparing teams to work with healthcare professionals (HCPs). This includes the ADAPT program, a microlearning platform, a standardized certification and an integrated onboarding blueprint experience.<\/p>\n\n\n\n<p><strong>Microlearning grounded in best practice<\/strong><\/p>\n\n\n\n<p>Ipsen\u2019s microlearning platform employs a range of best practices to help users learn.<\/p>\n\n\n\n<p>First, the program employs the principle of <em>glocalization<\/em>. \u201cThe platform exemplifies this kind of collaboration,\u201d explains Audrey Bergeron, Commercial Training Technology Manager. \u201cIt was developed together with peers in several regions, leveraging global expertise and local insights to create impactful trainings.\u201d<\/p>\n\n\n\n<p>Second, the microlearning platform relies on best practices in neuroscience and adult learning to teach effectively. For example, trainings repeat questions at spaced intervals, helping users overcome \u2018the forgetting curve\u2019, a timeline of 30 days in which nearly 80% of knowledge is lost. By spreading out sessions, users can improve long-term retention.<\/p>\n\n\n\n<p>Third, the platform uses a gamified approach, leveraging the brain\u2019s reward systems to increase engagement. Users can earn points and access a leaderboard, enabling healthy competition among colleagues. This has proven especially effective for field team members, who thrive in competitive environments.<\/p>\n\n\n\n<p>All of this has resulted in greater motivation and knowledge retention. \u201cWe wanted it to be clear for the field force that this wasn\u2019t an evaluation\u201d notes Audrey Bergeron. \u201cOnce people viewed the learning modules as fun, multiple-choice quizzes, participation jumped.\u201d<\/p>\n\n\n\n<p><strong>A standardized approach to certification<\/strong><\/p>\n\n\n\n<p>Another core element of Ipsen\u2019s approach is certification. Crafted by a team of 15 global and local experts, the certification program ensures that Ipsen\u2019s field force can engage meaningfully with HCPs and strengthen ties with the healthcare community.<\/p>\n\n\n\n<p>\u201cIn Italy, we used to periodically assess our representatives\u2019 knowledge of each local product,\u201d says Marina D\u2019Ascoli, Commercial Training Manager. \u201cThe new certification program lets us train employees continuously and in a standardized fashion, which is more efficient and consistent.\u201d<\/p>\n\n\n\n<p>With standardized certification, Ipsen can more easily benchmark individual progress, while gaining a global view of knowledge levels within the company. \u201cOur aim is twofold,\u201d says Marina D\u2019Ascoli. \u201cTo build high levels of scientific excellence overall and ensure equivalent knowledge from one field team member to the next.\u201d<\/p>\n\n\n\n<p><strong>Zooming in on ADAPT<\/strong><\/p>\n\n\n\n<p>Alongside the microlearning platform and certification program, the new suite of Ipsen\u2019s Learning &amp; Development programs includes ADAPT. This transformative program focuses on pharmaceutical promotion, sharpening our field forces\u2019 core skills. The goal is to cultivate the mindset needed to offer HCPs the right solutions, at the right time for their patients.<\/p>\n\n\n\n<p>Designed by the Learning &amp; Development team, the ADAPT program helps develop professional social skills, teaching users how to build trust, relationships and self-confidence. The training is comprehensive to mentally and emotionally prepare our field force to meet with HCPs.<\/p>\n\n\n\n<p><strong>Bringing onboarding into the fold<\/strong><\/p>\n\n\n\n<p>Onboarding may seem like the odd man out in the Learning &amp; Development program, which mostly concerns ongoing learning. But Ipsen\u2019s experts were keen to include it. \u201cOnboarding is the foundation of employee knowledge,\u201d says Guillermo Castillo Acero. \u201cWe want new hires learning from the first day.\u201d<\/p>\n\n\n\n<p>The team saw a strong case for improving onboarding. Studies have shown that well-designed onboarding programs can increase new employee productivity by 70%<a href=\"#_ftn1\" id=\"_ftnref1\">[1]<\/a>, and improve three-year employee retention rates by 69%<a href=\"#_ftn2\" id=\"_ftnref2\">[2]<\/a>. More broadly, strong onboarding can reduce turnover, lower replacement costs, increase employee satisfaction and enhance employer branding.<\/p>\n\n\n\n<p>\u201cThis onboarding process is more formalized, creating a stronger connection between managers and new employees,\u201d says Guillermo Castillo Acero. \u201cIt reinforces our position that people are the cornerstone of our success, preparing the field force to thrive.\u201d<\/p>\n\n\n\n<p><strong>The results are in<\/strong><\/p>\n\n\n\n<p>For Ipsen\u2019s Learning &amp; Development experts, the new program is a triumph of collaboration. \u201cI truly encourage other departments to adopt this approach,\u201d says Audrey Bergeron. \u201cYes, including both global and local input will add time up front. But having everyone\u2019s buy-in makes for higher-quality work, faster execution and seamless implementation.\u201d<\/p>\n\n\n\n<p>\u201cI regularly receive positive feedback from HCPs about our field forces\u2019 knowledge and professionalism,\u201d concludes Guillermo Castillo Acero. \u201cFor me, there is no greater proof of the Learning &amp; Development programs\u2019 success. We are clearly equipping our teams with the skills they need, and the healthcare community is taking note.\u201d<\/p>\n\n\n\n<!--Alert Card Layout Start Here-->\n<section class=\"alertcard-section\">\n      <div class=\"container\">\n        <!--Alert Box HTML Start Here-->\n        <div class=\"alert-box general-box\">\n                  <div class=\"info-contents\">\n            <p class=\"info-head visible\">References<\/p>\n            <p class=\"info-sub-head-para hidden\"><\/p>\n            <div class=\"alert-content visible\"><ol>\n<li><em>American Management Association<\/em><\/li>\n<li><em>Society for Human Resource Management<\/em><\/li>\n<\/ol>\n<\/div>\n          <\/div>\n        <\/div>\n        <!--Alert Box HTML Start Here-->\n      <\/div>\n    <\/section>\n<!--Alert Card Layout End Here-->\n","protected":false},"excerpt":{"rendered":"<p>When it comes to learning and development, Guillermo Castillo Acero\u2019s watchword is alignment. \u201cAny successful program must align with the<\/p>\n","protected":false},"author":11,"featured_media":73191,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[24925],"tags":[],"class_list":["post-73187","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-culture","entry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Four programs, one goal: exploring Ipsen\u2019s Commercial Learning &amp; 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