Presenting real-world scenarios in your training program has always presented a challenge. Roleplaying often feels forced. Virtual reality remains expensive to develop and implement. And, you can only have reps shadow one another (most likely not during Covid) for so long until they need to pull their own weight.

Immersive eSimulations provide the answer to this dilemma. They give your reps a cost-effective and scalable real-world experience. Enhanced animations make your reps feel like they’re driving to the office, entering the waiting room, and taking part in the conversation. Pop-up graphics showing X-rays or test results further immerse your sales rep in the experience.

Immersive eSimulation Example Clip

CLD designed a series of realistic HCP/Patient interaction simulations. Using professional voice actors, three HCP scenarios were created. Each HCP provided the patient with their preferred treatment plan. This helped the reps experience HCP differences in treating a patient with the client’s therapy.

Unlike in-person shadowing, these scenarios aren’t tied to one point of view. Your reps can peek through the curtain into many different “real-world” scenarios. They can be a fly on the wall during difficult patient and doctor conversations or sit in on healthcare team discussions. You can even give them a behind-the-scenes look at how your best reps close the sale.

What is an Immersive eSimulation?

At heart, immersive eSimulation guides are an enhanced scenario. Unlike a video, your viewer isn’t simply watching. They’re immersed in one point of view, like a first-person video game.

Here is how immersive eSimulations work, either in-person or remote:

1

The scenario hooks your reps into the experience with visual context. They’re transported into the office or hospital.
2

Once there, the reps observe the interaction. They might see a selling scenario or listen to a confidential patient-clinician dialogue to inform their selling approach.
3

Now, the scenario becomes interactive. The video stops to give your reps time to plan how to best react. How do they solve the problem?
4

Last, they practice their approach. Scenarios can spark thought-provoking discussions or inform other application tasks like roleplaying.

“Our clients like that scenarios may be presented in engaging, more real-world ways,” says Laura Ferraro-Hayes. “Immersive eSimulations provide reps with the appropriate context for their training activity. Imagery can even pop up to support the conversation (such as x-rays or pathology reports).”

Immersive eSimulations offer your sales reps a significant advantage — they learn how to use compliant messaging both effectively and accurately.

Pharmaceutical sales are highly regulated. Sales reps must use compliant messaging, but also be engaging enough to close the deal. It’s a tough job for a reason.

“They’re a great way to see representative and HCP discussions with compliant messaging, as opposed to reading or through a PowerPoint presentation. The next best thing would be live examples, but this approach ensures the information will be presented correctly.”

Mary CalvagnaBusiness Development

Since they’re an instructional tool, immersive eSimulations automatically include individual assessments. You’ll easily be able to see if your sales reps are using compliant messaging or not. Then, you can give them more opportunities for coaching and practice to get them up to speed.

Build in Program Flexibility

“Immersive eSimulations are a fresh, engaging approach that works well in the virtual setting, and can be applied to live meetings as well,” says Lyndsey Ladd, a CLD workshop writer.

They’re flexible for either remote or online delivery. Why? It’s because they can keep virtual participants engaged. Yet, they are equally good at sparking discussion during in-person workshops. And in 2021, that flexibility is a vital tool in your training toolbox.

Training doesn’t just happen during big events. Our clients often require training materials for managers with minimal training experience. Immersive eSimulations offer a no-brainer solution. Your manager plays the relevant video, and the discussion automatically flows from the scenario presented.

Plus, you can easily repurpose them for new hires. Basically, you develop immersive discussion guides for large training events, then migrate them into your onboarding program.

Engage Your Reps No Matter What

Participants find in-person learning engaging because of the facilitator’s personality and peer-to-peer interactions. Without these supports, remote learning can often feel isolating.

“Immersive eSimulations help break up the monotony of endless PowerPoint slides,” says Laura Ferraro-Hayes.

Plus, these scenarios are a great pedagogical tool. They meet many of the criteria in Malcolm Knowles’ Principles for Adult Learning:

1

Experiential

Adults learn from doing. The practice portion of each training scenario allows adults to learn through both success and failure.
2

Immediately Relevant

Reps can use the knowledge gained in the interaction immediately to perform the application task.
3

Problem-centered

Knowles disagreed with content-centered learning for adults. The training scenario process enables reps to solve a problem by applying their content knowledge.

“Immersive eSimulations can be leveraged across multiple topic areas. They can support training for disease state awareness (DSA) messaging or product knowledge as well as demonstrating a compliant interaction with the sales model… just to name a few,” says Billy Kulovitz, Account Executive.

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Why now?

Immersive discussion guides represent an amazing opportunity to expose your sales reps to the “real world.” They experience a variety of possible situations with different characters and potential learning outcomes. These scenarios give more context to the selling situation, while also showcasing compliant messaging.

“Immersive discussion guides can simulate a clinical environment to help reps better understand how treatment decisions are made by different physicians. They can also be used to set up selling practice scenarios, or simply to show what good looks like.”

Laura Ferraro-HayesBusiness Development

Plus, they engage remote participants. And, in workshop settings, they provide the perfect starting point for an engaging discussion. Or, alternatively, your facilitator can use them to dive into application activities. Either way, you’ll be sure your reps are learning the skills they need to close more deals.

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