Challenge:
New sales reps entered a highly complex selling environment where clinical and product knowledge were essential from day one. Regional training practices varied, ramp times stretched out to a full year, and the experience was inconsistent.

Goal:
Create a unified onboarding experience that accelerated confidence, standardized readiness milestones, and equipped sales reps to add value quicker.

• Structured journey: phased onboarding mapped to the competencies needed to be effective on a sales team

• Blended experience: self-paced digital modules, live workshops, clinical immersion activities, and mentor touchpoints

• Behavior focus: scenario practice, feedback loops, and job-aid reinforcement

• Discover: Partnered with sales leaders to identify the competencies required in an effective sales rep

• Design: Map topics to competencies and design an 8-week blended learning program (4 weeks self-paced and virtual instructor lead sessions, and 4 weeks of intensive in-person hands-on workshops and industry expert labs

• Pilot: Tested with select reps, refined pacing and difficulty

• Scale: Rolled out across the full sales organization

• Instructional Designer and learning architect for the entire program structure

• Assessment and evaluation strategy

• Design of 500+ pieces of content in the form of eLearning modules, formative assessments, field guides, facilitator guides, webinar agendas, learner guides, resource guides, presentations, activities and more

• Scenario writing and gamification strategy

• Analytics and measurement of outcomes