Overcoming the Pitfalls of Traditional Compliance Training for Sales Professionals

Since 2007, more than 30 bio-pharmaceutical companies have been fined over $13 billion for sales and marketing compliance violations. All of these companies had compliance training programs in place to meet the 2003 OIG Compliance Program Guidance for Pharmaceutical Manufacturers. Yet, these training programs were not sufficient to prevent the violations and fines. Why? They didn’t focus enough to ensure that training actually changed behavior in the field.