Agency: Creative Perspectives, Inc. | Client: Long Associates for Vivus, Inc.
Developed an online, interactive sales training and education program that supported the launch of Qsymia® - a unique obesity drug in a new drug category. This project posed a number of challenges: a curriculum composed of 11 separate modules, a compressed timeline with staggered module releases, and a stringent regulatory review process. And, while most launch-related training can be complex, this project demanded a uniquely thoughtful approach to covering a new perspective on obesity.
Qsymia
Strong Suit: Track record of working on highly-technical training programs and managing overlapping timelines and sets of deliverables. Managing a diverse team. Delivering a robust training program with a high level of success.
Project: Launch-related Sales Training and Education
A Scaffolded Approach to Launch Readiness
Designed for the launch of Qsymia (a first-in-category drug), this comprehensive sales training program used a progressive learning arc. A series of targeted interactive modules guided sales representatives sequentially through foundational disease-state education to advanced product details.
Interactive Tools & Practice Opportunities
Interactive exercises and custom learning tools—such as an embedded BMI calculator—helped sales representatives master complex concepts and apply critical learning in real-world scenarios.
Vocabulary
Training programs for highly technical fields require a deliberate approach to learning a specific vocabulary. As such, each program included features that helped strengthen vocabulary and build context.
“Priority” terms were activated as hot links for definitions and each module included a glossary.
The modules also featured custom narration - an important aspect of learning vocabulary since correct pronunciation of technical terms could be challenging. (See my linked blog post in the footer)!
Custom Graphics, Visuals, and Animations
For medical and disease state training, we prioritized illustrative, simplified graphics over photorealistic treatments to explain complex anatomy and processes. This approach reduces cognitive load, enabling learners to process and retain critical information more effectively.
Results & Technical Implementation
Technical Specs: Modules were authored using a custom XML framework (Marionette) and hosted on a proprietary training platform. The final exam featured an HTML front end and database back end that tracked scores, attempts, progress, and elapsed time.
Detailed reporting provided insights into results for each module within the program, including "at-a-glance" views of team progress. Drill-down reports enabled more granular analysis of individual performance, as well as aggregate reporting that highlighted question-level performance trends across the entire cohort.
All modules and the final exam were compliant with WCAG 2.0 AA accessibility standards.
Results: A high-stakes final exam was administered during the launch meeting on iPads. The required passing score was 90%, with a maximum of two attempts permitted. Similar gated certification exams typically achieve pass rates of 70% to 80%; however, the Qsymia program achieved a pass rate in the high 90% range. These results validated our approach, which combined progressive self-check assessments, module study guides, practical examples, and weekly guidance calls to reinforce learning and improve knowledge retention.
My Role:
Handled pre-work and project management including the staged rollout of modules as well as day-to-day project details and deliverables.
Managed a team of developers and project contributors, ensuring that delivery dates were met and that quality review was accomplished in a phased approach.
Worked closely with the client business manager and SME to craft the program content and storyboards for this self-directed program of study.
Performed as the lead eLearning developer, instructional designer, and visual designer.
“The Creative Perspectives team provided an excellent online training system and great customer service with a personal touch. I am very happy to have them as our partner and recommend them wholeheartedly.”
- Paige Akabane, Associate Director, Sales Training Department, Vivus Corporation
What Works and Why
Make Learning Stick
For launch readiness, product knowledge alone isn't enough. Sales professionals must first understand the underlying disease state, including the biological processes that create the need for treatment
Explainer Animations: To make complex concepts accessible, we used short, visually driven animations with simple vector graphics that explained mechanisms and processes step-by-step.
Reinforced Note-taking: These experiences were paired with printable study guides that encouraged learners to encapsulate the learning in their own words.
This approach combines two proven learning strategies: visual learning for comprehension and retrieval-based reinforcement for retention. The result is stronger understanding, greater confidence in customer conversations, and knowledge that persists well beyond initial training.
Blog: Supporting learning through building vocabulary including glossaries and the importance of narration. Read my blog post here.