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Strategic Training Plans

The Client: Alza Pharmaceuticals

The Directive
Ensure the sales force effectively promotes the Alza product line

The Result
LDI created the Strategic Training Plan based on an analysis of the skill gaps between necessary competencies and the current level of proficiency in those competencies throughout the sales force. The plan outlined training strategies for three major business units, each focusing on a specific therapeutic area. The plan also considered comprehensive input from the field sales force on the following points:

• Perceived need for training
• The overall goals of each business unit
• The requirements of each management team
• Evolving internal and external conditions