Forest Labs
New Hire Training Audit, Recommendations, Roadmaps, and Redesign

Context
Forest Labs wanted to revise and standardize, based on benchmarked best practices, their current three-phase program for new hires to create a best-in-class curricula that linked to measurable results.   To assist Forest Labs in understanding the extent to which its training programs presented optimal opportunities to prepare sales representatives to excel in the field, the Performance StrategX team conducted a comprehensive training audit of Home Study and Phase I, Phase II, and Phase III training. This audit culminated in a mapping of a transitional program (short-term) and an optimal program including results and recommendations. The information uncovered in the audit served as the foundation on which to build a curriculum roadmap for initial and ongoing sales representative training.

Opportunity
Using a multi-pronged approach to gather data, the Performance StrategX team audited the following training materials:

1. Home Study materials
2. Phase I, II, and III materials/classroom training
3. Mentor meetings
4. Assessment tools

We reviewed all materials using specific criteria to determine whether the learning objectives linked to outcomes, whether the training was performance-focused, and whether it built competencies appropriately.

Following this, we analyzed the current situation as revealed by the data collected. We documented it and then benchmarked it against top-rated training organizations in and out of the industry prior to delivering our recommendations.

Solution
The training audit and recommendations were embraced by Sales Training and utilized as a framework to create roadmaps of the new curricula framework for Home Study and Phases 1-3 classroom and field study. An architecture/roadmap was created for both the Optimal and Transitional curricula, covering all Phases of Forest Labs training. This resulted in Forest Labs creating an entire New Hire training program for the sales reps first year.