Getting a leadership development program off the ground can be challenging but well worth the effort, according to Jason Zeman, director of talent development and learning excellence at Valeant Pharmaceuticals.
Two years ago, Zeman and his team launched Valeant’s first such program, which is still evolving.Getting a leadership development program off the ground can be challenging but well worth the effort, according to Jason Zeman, director of talent development and learning excellence at Valeant Pharmaceuticals. Two years ago, Zeman and his team launched Valeant’s first such program, which is still evolving.
Zeman offers the following advice for trainers on building effective leadership development programs.
Do the prep work. “Before you implement a program, make sure you think through the organizational/business unit goals, objectives, and benefits of the program,” says Zeman, who is also a member of the LTEN Advisory Council.
During the past 12 months, Zeman and his team have established competencies for sales representatives, first- and second-line managers, market access professionals, and other roles. “We’ve been using the competencies as a way to frame the curriculum for each of these roles,” he says.
The competencies are focused on three main areas:
- Managing your business
- Managing the sales process/leading a team
- Managing yourself
For each competency, trainers at Valeant have identified basic, proficient, and mastery skills, as well as time periods to move learners across each level. “This helps us be more proactive so we are viewed as a strategic partner to the practices,” Zeman says.
Focus on continuous improvement. “As you implement these programs, take time to reflect on the key learnings from each rollout,” Zeman says. “We never feel like our programs are final. All of the resources we implement are constantly evolving.”
Share the successes with senior sales and HR leaders. Training leaders should continually publicize their program’s outcomes, such as improved retention and performance, which drive the organization’s mission. “This helps to develop your department’s brand, as well as your own brand,” Zeman says.
CMR Institute helps pharmaceutical, medical device & diagnostic, and other life science professionals maximize market access, connect effectively with decision makers, and demonstrate the value of their products and services. Our results-driven pharmaceutical and medical device sales training consistently helps our clients increase market share and meet their sales goals.